Now let us turn our attention to the mental view of
sales.
[Sidenote: Mental Nature of Selling Process]
In the effective selling process the skilled salesman is able to be the
_controlling_ party. _He makes the other man think as he thinks_. As has
been stated repeatedly, he sells _ideas_, not goods. So the _real
nature_ of any sale is mental, not material. You must "deliver the
goods" to the _mind_ of the man to whom you wish to sell your best
capabilities. You should use the same process as the professional
salesman, who works to control the _thoughts_ of his prospect regarding
the line of goods presented. Hence when you plan to make sure of getting
a desired position, it is necessary that you know _exactly how_ to put
true ideas about yourself into the head of the person whom you have
chosen as your prospective employer. Further, you need to know
_precisely what_ psychological effects you can secure with certainty by
using skillful salesmanship.
[Sidenote: Three Sales Mediums]
Ideas of your best capability may be sold through three
mediums--advertising, correspondence, and personal selling.
Pages:
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63