Читать книгу Selling Things - Joseph Francis MacGrail - Страница 6

Table of Contents

1. Idealism
2. Intelligence	a. Understanding of business
b. Selecting Policy to suit age and condition of applicant
c. Self-culture.
3. Hopefulness
4. Optimism
5. Uniform courtesy	a. To clients
b. To office force
c. To fellow agents
6. Number of daily interviews
7. Concentration or effectiveness of work, as to waste of time or energy.
8. Loyalty	a. To company
b. To organization
c. To fellow agents
9. Attention to old policy holders
10. Enthusiasm.

A final and very vital point to consider is this: Why do salesmen meet opposition?

Mr. Huff, in his very practical and interesting book on salesmanship, has classified under six general heads the causes of opposition. These are: First, Prior Dissatisfaction; Second, General Prejudice; Third, Buyer’s Mood; Fourth, Conservatism; Fifth, Bad Business; Sixth, Personal Dislike for Salesman.

It is up to the salesman to analyze the customer and decide just which of these six points of opposition is causing him to lose business.

Just in the degree that he can locate the exact trouble, and then overcome it in the proper way, will he be able to get the business which may seem at first absolutely beyond him.

Any or all of these six causes of opposition will not overwhelm the master salesman, but the mediocre or indifferent salesman is bound to collapse when confronted with any one of them. And if he does not train himself to meet and overcome opposition he is doomed to failure, or at least to a very poor grade of success—not worthy the name.

Remember, Mr. Salesman, it is always up to you. Develop your brain power, and then use that power for all it is worth.