Avoid "the cutting edge" in your voice and
manner when you make inquiries about opportunities you seek. You are
likely to be most effective in prospecting if you _cultivate an easy
attitude of friendliness_. The master salesman does not set his jaw when
prospecting. He uses curved, instead of straight line gestures to
supplement his words. He suggests a "ball-bearing" disposition, not
"corners."
[Sidenote: Sympathetic Attitude]
Be a good mixer when looking for your prospects. Learn the art of
_companionship_. The first essential is fellow feeling. Therefore do not
go about with a chip on your shoulder, but with your face a-smile and
your palms open to offer and to receive hand-clasps. Sympathize with the
ambitions of other men, with their hopes and dreams. Remember that each
part of every work of man, however substantial and enduring it now may
be, was once no more than a figment of the imagination of some one's
mind. So do not be altogether "practical" when prospecting. It is a
mistake to neglect to prospect visions.
Pages:
203
204
205
206
207
208
209
210
211
212
213
214
215
216
217
218
219
220
221
222
223
224
225
226
227