SALESMAN’S COMPANION

SALESMAN’S COMPANION BY STEVEN KESTEN www.Workplacematters.org San Anselmo, California Copyright © 1995 Steven Kesten     All rights reserved.  The unauthorized duplication of this material is strictly prohibited without written permission from the publisher, except for brief quotations in critical reviews or articles.   Printed in the United States of America.   Steven Kesten 400 Redhill Avenue San Anselmo, California 94060 (415) 457-2668 e-mail : stevekesten@gmail.com This book is dedicated to salespeople who fuel the engines of industry with their efforts, and without whom we would all go wanting. Preface     Twenty-five years ago when embarking on a career in sales, I began what has been a life long study of the art and philosophy of salesmenship.  From time to time I would write down a particular piece of wisdom gleamed from the sales pros I met during my travels.   Why some people succeed in sales, and others failed is a question that has always fascinated me.   The result of my many discussions is this book of observations about the work, ethics and practices of successful salespeople.    I hope you find it as helpful, and as encouraging, as I have. 2009 Update     When I wrote the words you see above, I believed with all my heart that sales people were the engine of our success.  Now, in 2009, as we enter the worst economic downturn since the great depression, I am convinced that the ranks of sales people will be what lifts this country out of its financial suffering.         Though the title of this small book is gender specific, it wasn't my intent to address only salesmen and the reference to one gender remains only for convenience.   ø SALESMAN’S COMPANION ø 1.    Find something about which to compliment each prospective customer.  People love to be recognized.   2.    Regardless of the product or service you represent, be committed to quality. 3.    You can only be positive or negative at any given moment.  The choice is entirely yours.     ø SALESMAN’S COMPANION ø 4.     Take time each day to call someone you have done business with and inquire as to their health and well being without asking for business. 5.    Take time each day to work on and improve your sales presentation.   6.    Never underestimate the power to persuade.  Words are your tools.   ø SALESMAN’S COMPANION ø 7.    Begin each work day by considering all the reasons why you enjoy your job. 8.    Sell only products you love and enjoy. 9.    Never miss an opportunity to show your appreciation ø SALESMAN’S COMPANION ø 10.    Take time at the end of everyday to appreciate what you’ve accomplished. 11.    Keep several irons in the fire, not doing so is certain to guarantee disappointment. 12.    Let your work demonstrate why you’re worth more then you’re paid.    ø SALESMAN’S COMPANION ø   13.    Accept yourself for what you are, not what you think you’d like to be. 14.    Examine your daily activities by asking whether what you do is helping you be your very best. 15.    Never assume a prospect isn’t interested in what you have to sell,     let them tell you how they feel. ø SALESMAN’S COMPANION ø 16.    Devote at least ten percent of what you earn to improving your sales presentation. 17.    Never discuss money until the end of a sales presentation, unless you have to.  People are motivated by their perception of need not discounts. 18.    Always wear your best outfit for the occasion.  People judge your     product or service on how you appear.   ø SALESMAN’S COMPANION ø 19.    Focus on the reasons why your prospect needs and/or wants what     it is you are selling. 20.    Blue suits, striped ties and light blue shirts enhance your credibility. 21.    Take time each evening to plan your day, it will help you conserve energy and increase productivity.   ø SALESMAN’S COMPANION ø 22.    Hide an extra car key somewhere in case you lock yourself out. 23.    Never make exactly the same sales presentation twice. 24.    Don’t use worn out sales materials to encourage a prospect.   ø SALESMAN’S COMPANION ø 25.    Everyone makes mistakes, just don’t make the same mistake twice. 26.    Make a customers day by buying them a cup of coffee. 27.    Never allow yourself to appear tired, angry, or bored.   Deal with negative thoughts away from work.   ø SALESMAN’S COMPANION ø 28.    You need less sleep and food then you think. 29.    Never argue with a prospect, period. 30.    The customer may not always be right, but it isn’t your job to tell     them they’re wrong.   ø SALESMAN’S COMPANION ø 31.    Assume your prospect knows what motivates him or her, and on that basis make your sales presentation. 32.    Never begin an interpersonal contact with a sales pitch.   33.    Learning a magic trick will have a positive impact on sales.   ø SALESMAN’S COMPANION ø 34.    When traveling, form the habit of always putting your wallet and keys in the same place. 35.    The bigger the problem, the bigger your opportunity. 36.    Visit a hospital, it will make you appreciate how great it is to be able to work.   ø SALESMAN’S COMPANION ø 37.    Appreciate every sale, regardless of how small. 38.    Promptly return every call and letter. 39.    Maintain eye contact.   ø SALESMAN’S COMPANION ø 40.    Finish what you start. 41.    Sell by example. 42.    You never get a second chance to make a good first impression.   ø SALESMAN’S COMPANION ø 43.    Don’t rent flashy cars when you’re meeting an out of town client. 44.    Don’t spend a commission until it is paid. 45.    Confirm your appointments.   ø SALESMAN’S COMPANION ø 46.    Before you can make a sale, you have to solve a problem. 47.    Don’t rush prospects into making important decisions.  If a prospect isn’t ready to buy, find out why. 48.    When preparing a sales presentation, find out as much as possible about the specific person you will be pitching   ø SALESMAN’S COMPANION ø 49.    Pay attention to what makes your prospect special and sell to it. 50.    Show respect for everyone, especially everyone that works with or around your prospect. 51.    Never interrupt a prospect when he or she is speaking. ø SALESMAN’S COMPANION ø 52.    Never explain why a prospect’s opinion is wrong. 53.    Establish short term and long term goals and don’t be afraid of changing them. 54.    Focus on the moment, not the sale.   ø SALESMAN’S COMPANION ø 55.    Be open to learning from each prospect you meet. 56.     Wake-up thirty minutes earlier and plan your day. 57.    Do something for your prospect before trying to make a sale.   ø SALESMAN’S COMPANION ø 58.    Always say thank you for an order.  Let your prospect know how     important their business is to you. 59.     Never tell a prospect how to run their business, if they want your     opinion they'll ask. 60.    Take a moment each day to enjoy the wonders of life. ø SALESMAN’S COMPANION ø 61.    The best time to contact a “Be Back” is now.  A buying decision will be made within 48 hours after a prospect says, “no”. 62.    You sell by example, not gimmicks. 63.    On average, each prospect you meet has two hundred and fifty people in their circle of friends, associates and relatives.  For every prospect you convert into a customer there are two hundred and fifty more chances to make a sale.   ø SALESMAN’S COMPANION ø 64.    Don't interrupt a customer even if you think you know what they     are going to say. 65.    Stand up when greeting men as well as women. 66.    Speak well of your competitors.   ø SALESMAN’S COMPANION ø 67.    Before traveling on business, learn about the geographical area in which your prospects business is located. 68.    The world is constantly changing, and so must you. 69.    Be in the moment,  the future will happen all by itself.   ø SALESMAN’S COMPANION ø 70.    Always take time to listen to your prospects problems, therein lies your opportunity. 71.    Organize, organize, organize. 72.    Make your prospect feel important.   ø SALESMAN’S COMPANION ø 73.    Once uttered, a word cannot be unsaid.  Choose your words carefully. 74.    If the job fits, the money will come. 75.    As busy as you may think you are, always take time to enjoy your children.  ø SALESMAN’S COMPANION ø 76.    Read everything you can about the industry in which you work.' 77.    Respect everyone, regardless of how unimportant you think they may be. 78.    Keep a pen and paper in your pocket on and off the job, inspiration will strike at unlikely moments. ø SALESMAN’S COMPANION ø 79.    Keep a pad a pen at your bedside, otherwise you'll never remember that great idea in the morning. 80.    Mistakes happen. Admit them, fix them, and move on. 81.    Ask for help when you need it.   ø SALESMAN’S COMPANION ø 82.    Admit when you're wrong.  Others will respect you for admitting your mistakes. 83.    Never compromise your integrity to make a sale. 84.    Keep a calm head when all around you are losing theirs.   ø SALESMAN’S COMPANION ø 85.    If you work on the road, change the oil every 3,000 miles, don't buy cheap tires, and have your brakes checked periodically. 86.    Kindness sells. 87.    Remember and repeat the good jokes you hear.   Everyone loves to laugh.   ø SALESMAN’S COMPANION ø 88.    Warmly greet and shake a prospects hand, it may be your only chance to make physical contact. 89.    Don't assume people you rarely see will remember your name. 90.    Do it once, do it right.   ø SALESMAN’S COMPANION ø 91.    When speaking on the telephone, always make it sound like you’re enjoying yourself. 92.    Tape record/video tape sales presentations, it will help you to see     yourself the way others see you. 93.    If you listen, every prospect can teach you something about your business.   ø SALESMAN’S COMPANION ø 94.    Carry a list of things to do. 95.    Never give a prospect the impression you're too busy to give them your complete attention. 96.    Treat yourself to some small pleasure every day.       ø SALESMAN’S COMPANION ø 97.    Hire a secretary that is smarter then yourself. 98.    Learn to be upbeat, even when you feel low. 99.    Be happy, you’re working.   ø SALESMAN’S COMPANION ø 100.    Respect your prospect, call if you are going to be five minutes late. 101.    Compliment your prospect.  Everyone loves to be recognized for being special. 102.    Perfect a firm hand shake.   ø SALESMAN’S COMPANION ø 103.    Steady eye contact is essential. 104.    Remember to say thank you. 105.    Be courageous even when the odds seem overwhelming.   ø SALESMAN’S COMPANION ø 106.    You have to be able to tell your prospect why what you are selling is the best of its kind.   107.    Never boast.  No one will be impressed. 108.    Keep your presentation as simple as possible.   ø SALESMAN’S COMPANION ø 109.    Develop a relationship with your neighborhood car mechanic. 110.    Replace your work clothes every three years even if not yet worn out. 111.    Volunteer, it will bring you business.   ø SALESMAN’S COMPANION ø 112.    Let your prospects know how much you value them in the words you use and the things you do. 113.    Send Christmas or seasonal greeting cards. 114.      Send birthday cards to all your past and current customers.   ø SALESMAN’S COMPANION ø 115.    Take vacations whether you think you have the time or not. 116.    Take vacations whether you have the money or not. 117.    Don’t gossip about one customer with another.  ø SALESMAN’S COMPANION ø 118.    Never tell a prospect how much you earn. 119.    Never promise what you can’t deliver. 120.    Don’t gamble with your reputation.   ø SALESMAN’S COMPANION ø 121.    Keep your body healthy. 122.    Exercise every morning before you start work, it will make you feel more positive about yourself. 123.    Never drink or do drugs with a prospect.  You may make a short term friend but lose a long term customer or client.   ø SALESMAN’S COMPANION ø 124.    Converting a prospect into a client requires trust. 125.    Take a prospect to lunch at least once a week. 126.    Stay at work later then you have to.   ø SALESMAN’S COMPANION ø 127.    Never, never, never admit defeat. 128.    Overnight success results from years of hard work. 129.    Never approach a prospect thinking you will fail.   ø SALESMAN’S COMPANION ø 130.    Don’t compete with the other salespeople with whom you work.      You are your only competition. 131.    Carry your calendar wherever you go. 132.    Drive a mid-priced conservative car even if you can afford better.   ø SALESMAN’S COMPANION ø 133.    Never encourage a prospect to check-out the competition. 134.    Don’t smoke in front of a prospect, even if they do. 135.    Bank ten percent of everything you earn.   ø SALESMAN’S COMPANION ø 136.    Never give the impression your business is out of control. 137.    You have to give something away before you will get something in     return. 138.    Let your clients know when you see them mentioned in a newspaper or magazine article.   ø SALESMAN’S COMPANION ø 139.    Patronize the businesses to which you sell, even if it costs more. 140.    Always carry breath mints. 141.    Keep your gas tank at least half full.   ø SALESMAN’S COMPANION ø 142.    Voice mail should give the caller the opportunity to reach you by cell phone. 143.    If you work in the field, you must have a cell telephone. 144.    Choose the product you sell carefully.  From this decision will flow happiness or despair.   ø SALESMAN’S COMPANION ø 145.    The salesperson who makes 100 cold calls a weeks will sell more then twice as many prospects as the salesperson that makes fifty colds calls per week.   Synergy. 146.    Calendar a call back for weeks or months ahead for each prospect that said “no”. 147.    Always keep a soothing image in sight, even if it is just a picture postcard.   ø SALESMAN’S COMPANION ø 148.    Maintain an up to date mailing list, and use it regularly to communicate with prospects and clients. 149.    Invest in a good lap top computer. 150.    Know how to market yourself and your product on the Internet.   ø SALESMAN’S COMPANION ø 151.    Money will not bring you happiness, positive thinking will. 152.    Repeating a person’s name when you’re introduced will help you remember it. 153.    No matter how bad a situation may appear, keep your cool.   ø SALESMAN’S COMPANION ø 154.    Don’t use a toothpick in public when dining with a prospect or client. 155.    Don’t underestimate the importance of self improvement. 156.    Embrace change, it will happen with you or without you. ø SALESMAN’S COMPANION ø 157.    Know the location of clean public toilets in your sales territory. 158.    Explain all the small reasons your product or service is better then the competition’s. 159.    Take care of the small problems, and the big problems will take care of themselves.   ø SALESMAN’S COMPANION ø 160.    Know how to read the financial report of your company. 161.    Let your prospects and clients know how important they are to you. 162.    Read your health insurance policy. ø SALESMAN’S COMPANION ø 163.    Use a separate credit card for business related expenses. 164.    Use a credit card that provides frequent flyer miles. 165.    Try to see yourself from the prospect’s point of view.   ø SALESMAN’S COMPANION ø 166.    Deliver what you promise. 167.    The deal isn’t done till the money is in the bank. 168.    Don’t burn bridges.   ø SALESMAN’S COMPANION ø 169.    Never misrepresent yourself or what you’re selling. 170.    Smile a lot, even when you’re on the telephone. 171.    Exercise every day even if it is just a lunch time walk.   ø SALESMAN’S COMPANION ø 172.    The three martini lunch is history.  When dining with a prospect or client, never have more then one cocktail or glass of wine even     if they do. 173.    Make your work area feel like home. 174.    Know your limits and respect them.   ø SALESMAN’S COMPANION ø 175.    Learn from rejection. 176.    Keep overhead and expenses low. 177.    A sale requires two things: having the right buyer, and the right product or service.   ø SALESMAN’S COMPANION ø 178.    Never say, “let me be honest...” in connotes that you haven’t been     up to that moment. 179.    Rejection presents an opportunity to learn about the market in which you are selling. 180.    As talented a salesperson as you may be, disappointment is part of the sales process.   ø SALESMAN’S COMPANION ø 181.    Never use profanity in front of a prospect or client. 182.    Address prospects whose names you do not know as sir or madam. 183.    Learn how to use the reference material  available on the internet and at the public library to generate sales leads.   ø SALESMAN’S COMPANION ø 184.    Never keep material of an embarrassing nature in your office. 185.    Never argue with a prospect, they’re always right. 186.    Wear little or no jewelry except for a wedding ring and watch.   ø SALESMAN’S COMPANION ø 187.    Play hard, life isn’t fair. 188.    Manage time, don’t let it manage you. 189.    Always lock your car.   ø SALESMAN’S COMPANION ø 190.    Focus on being healthy, peace loving and kind, success will     follow. 191.    Never sell anything you would be ashamed to tell your mother about. 192.    Resist the temptation to buy a flashy car.   ø SALESMAN’S COMPANION ø 193.    Listen carefully, opportunity may be knocking very softly. 194.    Know how your secretary organizes the files. 195.    Don’t waste time with unproductive sales people.   ø SALESMAN’S COMPANION ø 196.    Know how to change a flat tire. 197.    Respect a prospects privacy, never enter an office without     knocking. 198.    Wear something fun under conservative business attire.   ø SALESMAN’S COMPANION ø 199.    Make friends with your prospect’s secretary. 200.    Know more about the competition then your prospect. 201.    Never bore a prospect with your problems.   ø SALESMAN’S COMPANION ø 202.    Learn to tactfully disagree with a prospect. 203.    Listen to your prospects objections before providing an explanation. 204.    Never envy those more successful then yourself.   Learn from them.   ø SALESMAN’S COMPANION ø 205.    If a prospect says , "no",  try to understand why, and try again. 206.    Don't hesitate to straighten crooked teeth.  Wearing braces will not reduce your effectiveness,  but crooked teeth will. 207.    Have your teeth cleaned at least once every six months.   ø SALESMAN’S COMPANION ø 208.    Set your watch five minutes fast. 209.    Know at least one language in addition to English. 210.    Don't use discount sales tools.  Ask any journeyman craftsman, doing the job right requires the correct tools.   ø SALESMAN’S COMPANION ø 211.    Let your prospect share the stage.  One upsmanship is detrimental to the sale. 212.    If Helen Keller could accomplish so much with so little, you can do anything to which you set your mind. 213.    Push-ups, sit-ups and a brisk walk are mandatory daily activities.   ø SALESMAN’S COMPANION ø 214.    Success comes to the one who acts first.  Don't sleep on an     opportunity. 215.    Hope will get you through times of no money, but money will never get you through times of no hope. 216.    Not having enough money isn't a problem, not having enough desire is.   ø SALESMAN’S COMPANION ø 217.    Cool off before responding after you've been provoked. 218.    Success requires turning knowledge into action. 219.    Begin every presentation on a positive note, even if you sell burial     plots.   ø SALESMAN’S COMPANION ø 220.    Seek opportunity over security. 221.    Never hesitate to contact former clients. 222.    Join local business organizations.   ø SALESMAN’S COMPANION ø 223.    Take a prospect to the park for a picnic lunch. 224.    Limit your time in front of the television. 225.    When playing games with clients, don't let them win on purpose.   ø SALESMAN’S COMPANION ø 226.    Be enthusiastic about the product or service you are selling, it is contagious. 227.    Use words like: and, of course, with, yes.  Steer clear of: no, but, next time, can't, not. 228.    Your prospect’s problems are your opportunity.   ø SALESMAN’S COMPANION ø 229.    Your clients don't want to know who you really are. 230.    When chances for success look bleakest, try again. 231.    Get aquatinted with a good accountant, and follow his or her advise for keeping track of expenses.   ø SALESMAN’S COMPANION ø 232.    Your answering machine message should be concise and to the point.  Avoid long or cute messages. 233.    Perfection is only a dream, excellence can be a reality. 234.    Iron the pleat in your pants.   ø SALESMAN’S COMPANION ø 235.    Have your shirts professionally cleaned and pressed. 236.    Never drive aggressively. 237.    Listen to self improvement books on tape while you drive.   ø SALESMAN’S COMPANION ø 238.    Read marketing books series and apply the best ideas you read about. 239.    Higher prices should mean better quality. 240.    Never end a conversation without resolving a conflict.   ø SALESMAN’S COMPANION ø 241.    Truth sells.   242.    Your prospect believes that if an offer sounds too good to be true, it probably is. 243.    Every several months rent a convertible.   ø SALESMAN’S COMPANION ø 244.    Buy the best brief case you can afford. 245.    Win points for flexibility. 246.    Avoid selling by cutting price.   ø SALESMAN’S COMPANION ø '247.    Keep your work area clean and well organized. 248.    Fly at night. 249.    Make airline reservations at least thirty days in advance whenever possible, it will save you a bundle and you’ll get better seats. ø SALESMAN’S COMPANION ø 250.    Analyze the opinions of your critics. 251.    Deliver on time. 252.    Don't substitute product without first obtaining permission.   ø SALESMAN’S COMPANION ø 253.    Demonstrate your product, then tell your prospect about the demonstration. 254.    When you look back, you'll regret the prospects you didn't pitch more then the ones that rejected your offer. 255.    Never miss an opportunity to compliment your secretary.   ø SALESMAN’S COMPANION ø 256.    Avoid commiserating with other salespeople who never seem to succeed. 257.    Avoid telling clients how to run their business until they ask for your opinion. 258.    Be first.   ø SALESMAN’S COMPANION ø 259.    Nothing should wait until tomorrow. 260.    Neatness counts. 261.    Keep your head while all around you are losing theirs.  ø SALESMAN’S COMPANION ø 262.    Desire is often more important than ability. 263.    Be nicer then you have be. 264.    Keep your important papers in a locked file.   ø SALESMAN’S COMPANION ø 265.    Keep a dictionary and thesaurus in your office. 266.    Keep a picture of your spouse or lover in your briefcase. 267.    Always share credit fo success and accept blame for defeat.   ø SALESMAN’S COMPANION ø 268.    When a deal goes south never blame anyone but yourself. 269.    Keep a photograph of the car, house or other item you most want taped to your office telephone. 270.    Carefully read every document you sign.   ø SALESMAN’S COMPANION ø 271.    Set your own goals. 272.    Be available when people need you. 273.    Appear in control, even when you're not.   ø SALESMAN’S COMPANION ø 274.    Pursue intimidating prospects. 275.    Know when a sale can't be made, and accept it. 276.    Never try to sell anything to anyone when you're angry.   ø SALESMAN’S COMPANION ø 277.    Never try to sell anything to anyone when you're feeling blue. 278.    For every prospect you alienate, you lose an additional two hundred and fifty chances to make a sale.  When pitching a prospect, imagine there are two hundred and fifty people in the room along with you and your prospect. 279.    Be friends with your customers and clients.   ø SALESMAN’S COMPANION ø 280.    Without salespeople the world of commerce would grind to a halt. 281.    Think residuals. 282.    Silence can be a very effective sales tool.   ø SALESMAN’S COMPANION ø 283.    Everyday look for some small way to improve your sales presentation. 284.    Don't reward yourself by buying toys on credit. 285.    Success is a team effort.   ø SALESMAN’S COMPANION ø 286.    If you don't like your employer, find another job, then resign. 287.    Be curious about everything.  Curiosity is the number one character trait sought by cutting edge companies. 288.    Handle collections gently.     ø SALESMAN’S COMPANION ø 289.    Read the Art of War. 290.    Buy from those who buy from you. 291.    Compliment your competitors.   ø SALESMAN’S COMPANION ø 292.    Cultivate a positive self image, it is critical to long term success. 293.    Your mother was right, good posture is important. 294.    Carry jumper cables in the trunk of your car. ø SALESMAN’S COMPANION ø 295.    Get your orders in writing from troublesome accounts. 296.    Let the inside affect the outside.  A smile starts with having the right attitude. 297.    Reserve at least one day a week to make cold calls.   ø SALESMAN’S COMPANION ø 298.    People have an instinctual need to belong, let them belong to your club by sending newsletters, providing memberships and giving gifts displaying your company name and logo. 299.    Everyone needs to be appreciated. 300.    When making a sales call, over feed the parking meter.  ø SALESMAN’S COMPANION ø 301.    The devil is in the details. 302.    Don't wait to be told what to do. 303.    Your happiness will, in large measure, be determined by the quality of the relationships you share with your clients.   ø SALESMAN’S COMPANION ø 304.    Never tell a prospect they need improvement, make them think it all by themselves. 305.    Accessories make the outfit.  Wear the highest quality ties, shoes and belts you can afford. 306.    Be loyal to your company, but don’t be blind to change.   ø SALESMAN’S COMPANION ø 307.    Help others in your company be better at what they do. 308.    Work at home one day a week. 309.    Sell a product you love to use.   ø SALESMAN’S COMPANION ø 310.    Never cold call residential prospects after 9:00 p.m. 311.    Every person in a company depends on the salespeople. 312.    Wear conservative suits.   ø SALESMAN’S COMPANION ø 313.    Picture postcards are a great way to communicate with clients. 314.    Own and use a lap top computer. 315.    Buy the first meal more often then you have to.   ø SALESMAN’S COMPANION ø 316.    Talk through the slumps. 317.    Learn from rejection. 318.    Don’t regret mistakes, learn from them and get on with life.   ø SALESMAN’S COMPANION ø 319.    Be better at what you do each day. 320.    Accept praise. 321.    Be flexible.  Never rigidly adhere to a script.   ø SALESMAN’S COMPANION ø 322.    Show up for sales meetings on time. 323.    Valued customers deserve a present at Christmas. 324.    Take a class in marketing and sales.   ø SALESMAN’S COMPANION ø 325.    Teach a class in marketing or sales.  You’ll learn a lot about what you do. 326.    Be valiant in the face of defeat. 327.    Have coffee available for early morning meetings.   ø SALESMAN’S COMPANION ø 328.    Never discuss business in a crowded room or elevator. 329.    Participate in sales meetings. 330.    Be faithful to your husband or wife when traveling away from home.   ø SALESMAN’S COMPANION ø 331.    Don’t focus on the minor points. 332.    Keep your client’s secrets. 333.    Let people know you’re happy to see them.   ø SALESMAN’S COMPANION ø 334.    Always wear deodorant. 335.    Use after shave sparingly, if at all. 336.    Drive the scenic route.   ø SALESMAN’S COMPANION ø 337.    Don’t be afraid to say “I’m sorry” and  “I don’t understand”. 338.    Don’t apologize for your success. 339.    Touch a prospect for emphasis.   ø SALESMAN’S COMPANION ø 340.    Avoid giving advice regarding a client’s marriage. 341.    Read Miss. Manners 342.    Always check a prospect’s credit before shipping an order.   ø SALESMAN’S COMPANION ø 343.    Keep your personal calender at the end of each year. 344.    Be affectionate not sexual with the members of the opposite sex with whom you work because they are you other family. 345.    Do it now.  Do it today.   ø SALESMAN’S COMPANION ø 346.    Applaud the success of others. 347.    Read everything. 348.    Learn how to surf the web effectively and use the tools available to you.   ø SALESMAN’S COMPANION ø 349.    Be willing to lose the battle to win the war. 350.    You never get a second chance to make a good first impression. 351.    You don’t have to do business with very rude prospect you encounter.  Some people really are more trouble then their business is worth.   ø SALESMAN’S COMPANION ø 352.    One out of ten prospects will buy what you are selling. 353.    For every customer you lose, recruit two new customers to take their place. 354.    Respect your prospect’s traditions.   ø SALESMAN’S COMPANION ø 355.    Your reputation is your most valuable asset, protect it. 356.    Never try selling using a speaker phone. 357.    Read Death of a Salesman.   ø SALESMAN’S COMPANION ø 358.    When your closing ratio is in a slump, take a vacation. 359.    Never miss an opportunity to tell your secretary and other     assistants how important they are to your success. 360.    Buy your secretary flowers for no apparent reason.   ø SALESMAN’S COMPANION ø 361.    Keep the inside of your car clean and the outside washed. 362.    Good enough is rarely enough. 363.    Study the success of others.   ø SALESMAN’S COMPANION ø 364.    Make friends with a salesperson who works for a competitor. 365.    Join formal and informal gatherings of salespeople. 366.    Join Toastmasters for at least one year.   ø SALESMAN’S COMPANION ø 367.    Schedule a massage and/or facial once a month. 368.    Maintain a file for each prospect and customer including their spouse’s and children’s names, likes and dislikes, product or     service preferences and review it before each sales call. 369.    Know more about your prospect then they know about you.   ø SALESMAN’S COMPANION ø 370.    Research a prospect’s background before a first meeting. 371.    Sponsor a childrens soccer team. 372.    Subscribe to trade journals.   ø SALESMAN’S COMPANION ø 373.    Issue a press release whenever you or your company introduce a new product or service. 374.    Issue a press release whenever you or your company materially revise an existing product or service. 375.    Wait until 9:00 a.m. before making cold calls.   ø SALESMAN’S COMPANION ø 376.    Visit trade shows. 377.    Always have a business card at the ready. 378.    Work is the best social outlet for people after they graduate high school or college, and before they retire.   ø SALESMAN’S COMPANION ø 379.    Never wear plaid suits or white shoes. 380.    Observe successful sales people, and learn. 381.    Your supervisor’s secretary is one of the most important people in the office.   ø SALESMAN’S COMPANION ø 382.    Never sell a product or service you don’t respect. 383.    Ask for a raise when you think you deserve it. 384.    The time and effort you devote to preparing a presentation     should be proportionate to the value of the sale.   ø SALESMAN’S COMPANION ø 385.    Respect a confidence. 386.    Write thank you notes. 387.    Every now and then buy donuts for the office.   ø SALESMAN’S COMPANION ø 388.    Miracles happen, they just take a lot of work and preparation. 389.    Devote your energy to learning your trade, not the tricks of the trade. 390.    Don’t blame others when you lose a sale.   ø SALESMAN’S COMPANION ø 391.    Control your temper.   Salespeople lose the argument if they lose the sale. 392.    Elevate cold calling to an art form. 393.    No one eats if the salesperson sleeps. ø SALESMAN’S COMPANION ø 394.    Admit the short comings of your product or service, it will make the rest of your presentation that much more believable. 395.    Make sure someone will return your calls when on vacation. 396.    Always be willing to help a new salesperson in your office. ø SALESMAN’S COMPANION ø 397.    Join a flat rate towing and repair service. 398.    You’re always selling yourself. 399.    Not everyone can be a salesperson, the job requires people skills.   ø SALESMAN’S COMPANION ø 400.    The second sale begins with the way you service the first. 401.    The sweetest sound to a prospect’s ear is the sound of his/her own name. 402.    Whenever practical, follow up each sale with a thank you letter.   ø SALESMAN’S COMPANION ø 403.    Trust is the foundation for all sales. 404.    Don’t want the sale more then your prospect wants your product or service.   Educate your prospect about their needs and wants. 405.    A prospect doesn’t become a customer until the relationship is established.   ø SALESMAN’S COMPANION ø 406.    A salesperson is by nature a hunter.  A manager is by nature a farmer.  Know which one you are. 407.    Salespeople are more likely then any other class of employee to rise to the highest position within a company. 408.    Objections are an opportunity to get to know the prospect.   ø SALESMAN’S COMPANION ø 409.    Educate yourself about the prospect as you make your pitch.  You can’t sell to someone you don’t know. 410.    Pay to have advertising materials done professionally.  You are competing with thousands of other people and companies each trying their hardest to communicate with and sell your prospect. 411.    Always ask a prospect for a referral.   ø SALESMAN’S COMPANION ø 412.    Business cards should be handed out liberally. 413.    People buy people, not products. 414.    In sales the three magic words are service, service and service.         ø SALESMAN’S COMPANION ø 415.    After setting an appointment with a cold call, send a follow up letter confirming the time, place and date of the meeting.      Include information about yourself, the company and the product. 416.    Making the sale is only the beginning.  You don’t want a customer, you want a relationship. 417.    Maintain a file card or data base for each prospect including: the name of the business, including address and telephone number; the name of the prospect; the name of the prospect’s secretary or assistant, the prospect’s birthday, the secretary or assistant’s birthday; the best times to call; the types of products or services purchased and the names of any referrals obtained from the prospect.   ø SALESMAN’S COMPANION ø 418.    You are not “only” a salesperson.    419.    Let the prospect know how much you want their business. 420.    If it isn’t right for the prospect, don’t sell it. ø SALESMAN’S COMPANION ø 421.    Sincerity: Treat your prospect the way you want to be treated. 422.    Don’t pre-qualify your prospect.  Don’t assume a prospect won’t     buy before making a pitch. 423.    Leave your business card everywhere you go.   ø SALESMAN’S COMPANION ø 424.    You can only climb one mountain at a time.  Focus on your goal.     425.    Read everything, it will expand that which you and the prospect have in common. 426.    You have one mouth and two ears, listen at least twice as much as     you speak.   ø SALESMAN’S COMPANION ø 427.    Listen with your whole face, even when speaking on the telephone. 428.    Know a prospect’s wants. 429.    Know a prospect’s needs. ø SALESMAN’S COMPANION ø 430.    Know the difference between a prospect’s wants and needs 431.    The salesperson who makes 100 cold calls a week will sell more then twice as many prospects as the salesperson that makes fifty colds calls per week.   Synergy.