National Salesmen's Training Association pdf The Art and Science of Selling (Classic Reprint)

Le9$on Pag ZTHE EXPLANATION FOR UNDERSTANDING.. 67 The Need of aC lear Understanding. Clearness of Statement Brings Understanding. Importance of aC lear Line ofT hought. Arranging Points inN atural Order for Unity. Supporting Your Points by I llustrations. Narration, Description, Exposition. Weaving Your Pomts liito an Interesting Story. Learning What Customers Know A bout Your Goods. Suppljdn Customer with Needed I nformation. Drawmg Upon Your Analysis of the Goods. Understanding Each Point Well. Pictures, Drawings, Samples, Models, Etc. Comparison, I llustration, Contrast, Etc. Reference toE xx)erience of Customer. Reference to theE xx)eriences ofO thers. Supi lying the Customer with Needed Facts. Getting the Customer to Acknowledge Strong Points. Buildinig Confidence in and Desire for Goods. i DEMONSTRATION FOR BELIEF AND DE- SIRE. ... 87 Interest and Understanding Merge Into Desire. The Purpose of Belief and Desire. Demonstration and I ts Relation to Belief and Desire. What Things to Show in Demonstration. Use of Suggestion andR easoning in Demonstration. Backing Up Your Statements with Facts. Calling in Outside A ssistance. Desire as a honmng for Personal Possession. Desire and I ts Relation to Buying Motives. Getting the Customer Enthusiastic Over Goods. Backing Up the Customer sP ositive Statements. Desire as anU nderminer of All Previous I ntentions. A rousing Desire Through Reasoning andS u|:gestion. lining Up Your Points with Customer sB ehefs. I nducmg New Desires Through Present Ones. Learning Customer sC onflicting Desires. Locating Customer sD oubts andF ears. Proving Value by Number of Satisfied Users. Showing the Customer the Use of Your Goods. How Understanding of Goods Helps Sell Them. bANSWERING OBJECTIONS FOR DECISION....I llP reventing Objections Through theS ales-T alk. Answers toO bjections Must Appeal to the Customer. Why aS alesman N(Typographical errors above are due to OCR software and don't occur in the book.)