4 more “Don’t”s

Don’t disparage the prospect’s opinions or methods. It is better to keep him on good terms with himself.

Don’t antagonize him. Approach him in a friendly, agreeable manner. Remember, “Honey catches more flies than vinegar.” Act as if you knew you were going to get on with him all right — not as if you were prepared for a hard tussle.

Don’t take an argumentative attitude, but don’t fail to have your arguments at hand in case of need. It is a trait of great men worth imitating to seem to be going along with the other fellow while you are really making him come your way.

Don’t tease him to look at your goods. When a salesman begins to beg it is evident that he has no more arguments to present.