You as the salesperson should try to cultivate a pleasant and interesting voice. It is as essential to your success as it is to the success of a public speaker. This does not mean that it is necessary for every successful salesperson to have a beautiful, well-modulated tone, but it does mean that you must [...]

The eye is the window of the soul. It receives a far greater multitude of impressions than any other sense organ except touch and gives out in due proportion a large variety of emotions. Exercises for the Eye – part 2 (link to part one “The Sense of Sight in Selling” is here) In these [...]

In my previous post “Using the Five Senses in Selling” I was talking about how to train your senses to be able to influence the mind of the buyer. In selling products, a strong appeal may be made to the sense of sight. The products displayed must be clean, attractive to the eye, and well [...]

Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or [...]

When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a [...]