Peraik Official Organ Of The Slavonic Benevolent Order Of The State Of Texas, Founded 1897, HUMANITY
BENEVOLENCE VOLUME 60 —NO. 8
B'EOTHERHOO D
Postmaster: Please Send Form 3579 with Undeliverable Copies to: SUPREME LODGE SPJST, P.O. Box 100, TEMPLE, TEX. 76501
FEBRUARY 23, 1972
FROM THE EDITOR'S DESK your adherence to some of the following points could spell the, difference between your achieving, or not achieving, your production goal in 1972: 1) Force yourself to act enthusiastically and you will become enthusiastic. 2) Keep seeing people, and you are almost bound to succeeu. 3) Develop self-confidence. Cultivate your speaking voice. Talking is a big part of selling. 4) Plan and organize your work. Do things in order of their importance. It will conserve your time. 5) Learn your prospect's insurance needs and help him to appreciate them. 6) Make your prospect want to do• something about his needs. 71) Ask questions. Inquire, rather than attack, and you will win more people to your way of thinking. 8) Find the key issue. Concentrate on the prospect's most vulnerable point. 9) Be a good listener. It makes your prospect feel that you are interested in him. 10) Know your business. This will win your prospect's confidence. 11) Speak well of your competitors. Knocking them only alienates people. 12) Understate, rather than exaggerate. You can always amplify your statements, but it's not easy to retreat from an overstatement. 13) Use testimonials. They are proof
IF YOU REFUSED What would happen if each drop Of rain refused to fall, Or every sunbeam ceased to shine . Because it was so small? What would happen if each day We chose to leave undone An act of kindness, just because It was a little one? —Esther F. Thom of what you and other field under'writers have accomplished. 14) Look your best. A good appearance is a good asset. 15) Remember names. It will show that you are interested in your prospects and clients. 16) Get to the point. Many sales have been lost because the salesman didn't know when to stop talking. 17) If you don't know the answer, admit it. You can always find the answer and give it to your prospect later. 18) Use your approach first to "sell yourself." Then, sell your product. 19) Never try to outwit secretaries. They can give you real assistance if they are on your side. 20) Be reasonably dramatic. It will encourage your prospect to act. 21) Never neglect a client. Neglect him and he will neglect you. 22) Perfect your close. Tell your story, summarize, answer objections,
present the application, ask for check. This leads to action.
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....So far as salesmanship is concerned, we firmly believe, "Fear attracts that which is feared." If you fear talking to a prospect, your attitude reflects that fear. If you enter a prospect's home or office with an attitude that is almost apologetic, he senses your uneasiness and usually gives you rapid relief by terminating the interview rather quickly. Approach your prospect with poise and self-assurance. If you are at ease, the prospect is much more apt to be at ease. A prospect is seldom interested in a product or service unless he has a need for it. Therefore, to spend time telling how good your product or service is, is more or Liss a waste of time. Save time. Determine the need, and build your presentation around the need for your service — and be diplomatic in doing so. Devote your presentation to that which will apply directly to the prospect and prove to be of the greatest benefit to him. A presentation can be, and should be, made so effectively that the prospect `will almost feel that your service was designed especially for him. Procrastination is one of the greatest resistances encountered by the salesman. But an alert salesman knows that the thought of "putting it off" might be lurking in the prospect's