What constitutes such a personality? Chiefly a good voice,
affability of manner, straightforward speech, manly bearing, the desire
to serve and please, proper attire, and cleanliness of person. These
qualifications come within the reach of anyone who aspires to success in
salesmanship.
Every salesman has unexpected problems to solve. A sensitive or touchy
customer may become unreasonably angry or offended. What is the salesman
to do? He should here be particularly on his guard not to show the
slightest resentment. Though he may be wholly guiltless, he cannot
afford to contradict the customer, nor to challenge him to a vocal duel.
If he talks at all, he should talk quietly and reasonably, and always
with the object of bringing the customer around to a favorable point of
view.
The successful salesman must have tact and discrimination. He must know
when and how to check in himself the word or phrase which is trying to
force its way out into expression, but which would in the end prove
inadvisable. He must train himself to choose quickly the right and best
course under difficult circumstances.
The salesman should give his undivided attention to the customer. If the
salesman is speaking, he should speak clearly, directly, concisely, and
understandingly; if he is listening, he should listen interestedly and
thoroughly, with all his powers alive and receptive.
The salesman should know when to speak and when to be silent. Some
customers wish to be told much, others prefer to think for themselves.
Pages:
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47