When talking to a prospect keep continually in your mind the point you wish to make. Make every word you say lead his mind along the lines you want to think until he admits the point.
Let him do some of the talking. The chances are that every time he makes a statement he will give you a good opening. Make over his objections into selling points for your goods. Never pass by one of his objections without taking advantage of it. Don’t slide, but satisfy his mind as you go along.
Either you sell himÂ or he sells you. Either you get his order or he convinces you he can afford to wait awhile. If he convinces you, he is the stronger salesman. â H. E. Blake