tugboats

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."

"This is the Mergatroid family," she'd say. “You've got the right
house."

"Oh, good! Listen, can I come
in and talk with you for just minute?"

"Why sure. Come on in."

Do you see the difference between the two approaches? The first way
tenses people up. It immediately puts them on guard. The second way
takes the threat out of the situation. It puts them at ease.