I believe you are the sort of
clerk I always want."
[Sidenote: Expect the Prospect to Say "Yes"]
Remember, when you face your prospect at the closing stage, the _motive_
that brought you to him. You came with the intention of rendering him
_services from which he will profit_. You want your capability to be a
"good buy" for him. Your consciousness that your motive is _right_
should give you strengthened _faith_ in yourself and in the successful
outcome of your salesmanship. It should fill you with the courage
necessary to close the sale.
_Neither hesitate nor flinch. Confidently prompt the decision_ in your
favor. Believe that you _have_ won and you will not be intimidated by
fears of failure. Your prospect is unlikely to say "No" _if you really
expect to hear "Yes."_ Even if he speaks the negative, still _believe in
your own faith_. I know a man who, a minute after his application was
flatly rejected, won the position he wanted. Unrebuffed, he came back
with, "Eventually, why not now?" His evident conviction that he was
_needed_ gained the victory when his chance seemed lost.
Pages:
412
413
414
415
416
417
418
419
420
421
422
423
424
425
426
427
428
429
430
431
432
433
434
435
436