The master salesman comprehends
that he has to deal with the _dual personality_ of the individual he
plans to sell. Therefore from the very beginning of his interview he
works to open the mind of the other man by first establishing a unity of
human feeling between his own heart and the heart of his prospect. He
uses the _emotive_ tone. He "talks like a brother." Of course he is
careful not to exaggerate this show of fellow feeling. He uses a
"hearty" tone without appearing in the least degree hypocritical. When
their _hearts_ are in accord, the other man is prepared to agree
_mentally_ with the salesman.
[Sidenote: Power Pitch]
The third pitch of your voice as a salesman is the _power_ tone. It can
be used skillfully to suggest that you have the force required to
succeed. It is the pitch that comes from deep down and that calls into
play the powerful abdominal muscles. It is not necessarily a loud tone,
however. Often it is low, with a suggestion of immense reserve strength
behind it.
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