[Sidenote: Starting After The Next Chance]
The good salesman looks at his watch the moment he is out of his
customer's sight. He makes a swift calculation of the time it will take
him to reach and sell the next man on his list. If he has no other
prospect nearby, he starts looking for one that minute. His keen eyes
catch every name on the business signs he passes. _His imaginative mind
is planning how he can use the order he just has closed, to influence
some other buyer to make a contract._ If there are no additional
customers for his line in the town, he sprints to the station to catch
the first train up the road. _He does not waste a minute getting to his
next selling opportunity_.
[Sidenote: Pepper and Poppies]
Some pretty good salesmen never win the grand quota prize in a sales
contest _because they take so much time out for celebrating the big
orders they close_. If they land a fine contract in the morning, they
don't try to do much selling that afternoon. The prize-winning salesman,
too, is delighted to secure a big order.
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