tugboats

THE
BIG FAT CABLE

THAT SAVES THE DAY!

I'm
sure by now, my point is obvious. What I'm saying is you'll generally
do better if you try to "reel in" your prospects than you will
be shouting at them like some demented banshee. I've said it before and
I'll say it again...

YELLING
IS NOT SELLING!

Now,
let's try and apply what we've learned here. Many years ago when I was
selling the Americana Encyclopedia door-to-door, I was told to dress in
a suit and tie, walk right up to my prospect's door with my briefcase
in hand, knock loudly, grin like hell and paw the ground with my feet
like a bull about to charge a red cape.

Standard sales technique.

But it wasn't for me. Nope. What I did instead was, I didn't carry a
briefcase, I didn't wear a suit and tie and I didn't act like
an adrenalized positive thinker raring to bust that
door. I generally went to the door dressed in slacks and a short-sleeve
dress shirt, rang the doorbell and then turned my back and...

WALKED
AWAY FROM

THE DOOR!

So,
what my prospect would see when he or she came to the door was a neat
young guy with his back to her admiring the roses or the lawn or
something. And then, the prospect (generally a woman) would say, "Yes?"

And I'd turn around and say, "Oh, excuse me, I was looking at your
roses. Listen, maybe you could help me, I think I've got the wrong
house."

"Sure. Who are you looking for?"

"The Mergatroid family," I'd say. "I've been asked to get in touch with
them."