Demolish unfavorable points
with a strong gesture of negation, as by sweeping your arm horizontally.
Give life to the ideas on the favorable side of the scale by
accompanying your words with up and down gestures that signify
vitality.
[Sidenote: Do Not Show That Closing Is Hard Work]
Your physical condition or outward appearance will help or harm your
chances for success at the closing stage. You should not manifest the
least indication that you are under a strain of anxiety as to the
outcome, or that you lack the strength to control the completion of the
selling process. Why should you not have a feeling of ease when you
reach the close? _If your bearing suggests your self-confidence, it will
give the other man confidence in your capabilities._ When a salesman has
to "sweat blood" to finish a sale, he indicates that it is usually
mighty hard work for him to get what he wants. This impression suggests
to the other man that there must be something wrong with the proposition
or it wouldn't take so much effort of the salesman to put it across.
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