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Stand When Selling


You can make your point clearer, you can talk with more force, you can impress and convince your customer better if you stand while she is seated.

Have you ever noticed that when you are seated and the other person is standing it puts you at a disadvantage? Try it some time.

Have you not noticed that if you are seated and your adversary is standing, when you get enthusiastic and wish to combat her argument, it is impossible for you to get in your best licks while you are seated?

You involuntarily rise when you make your strong points and are full of your subject.

How far would a life insurance woman or an advertising woman get if she sat down and leaned back and relaxed while talking to you?

You will observe that the good solicitor declines with thanks your proffered chair. She stands up, she knows the value of standing.

By the relation between her standing and you sitting it makes her a positive and you a negative force. She forces--you receive.

How much would an orator impress her audience if she delivered her lecture in a sitting posture?

You cannot combat argument very well if you are sitting, nor can you convince others as well sitting as standing.

When you call on a customer carry a busy air with you. Stand up. Talk straight from the shoulder. Make your point and claims clear. Place your position or proposition definitely, forcefully and quickly before your customer. Make a good get-away when you have accomplished your purpose.

If you don't land her the first time; get away anyway. Let her see that your time is money, and that you appreciate that her time is money, too.

Don't visit. Gracefully and politely decline the chair that is offered; say that your limit of time and disinclination to trespass require your stay to be brief. Stand. Keep busy and active. Get away quickly, and you will be welcome next time.

The short stayer is a welcome guest. She may not land her customers as quickly, but in the end she will land more customers, and hold them closer and retain them longer than the tedious, visiting, social bore who sits and sits and sits.

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Thanks to time; everything has a cost, even in-action. The invisible causality is unavoidable. So when faced with a difficult situation there is little point in avoiding responsibility.Culture Vultures and the Risks of Silence
Thanks to time; everything has a cost, even in-action. The invisible causality is unavoidable. So when faced with a difficult situation there is little point in avoiding responsibility.

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Col. Wm. C. Hunter, Dollars and Sense, 1906, Gender Adjusted: Feminine

Poise, Efficiency, Peace

Thought-habit, will become fixed on Faith or Fear, and the result is good or bad, accordingly.

If your thought is fixed on Faith, in the greater meaning, you are invincible. If it is fixed on Fear, or its elder child, Worry, you stand helpless, weak, conquered and miserable.

If I can, by suggestion, logic, example, proof, reason or humor get your thought habit fixed on Faith, coach you to the understanding that will give you Poise, Efficiency, Peace, then I have done a thing well worth while.

To that end, and with that purpose, I dedicate my services and this book to each of you who read it.

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