[Sidenote: Tensity and Laxness]
The _tensity_ or _laxness_ of your muscles when you are in the presence
of a prospect will suggest to him very diverse ideas. Both tensity and
laxity of muscles can be used to good effect in selling. Your muscles
should appear somewhat tense when you are _presenting_ ideas, in order
to make the impression that your mind is fully active. Conversely, by
normal relaxation of your muscles when you are _listening_, you suggest
the receptivity of your mind and your entire readiness to take in ideas
from outside. When you show your muscles are relaxed, you also indicate
that you are perfectly at ease and unafraid of objections or criticism.
If you were to sit tense under criticism, you would suggest that you
felt the necessity of fighting back. But you disarm disparagement of
your capabilities when you appear entirely at ease while you listen.
[Sidenote: Introduction To Study of Sales Art]
The brief outline in this chapter of fundamental principles of selling
_skill_, and of the methods by which ideas may be conveyed through
artistic suggestion, is just an introduction to your study and
comprehension of the successive steps of salesmanship practice which are
to be analyzed in the remaining chapters of this book.
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