poise and are you the man

1. POISE AndAre You The Man?

POISE is the characteristic or power which permits a person to be in effective command of three of his selves

His physical selves

His mental selves

His emotional selves.

POISE is the ability to stay--

in balance or

in equilibrium

POISE reflects--

Self-control

Self-possession

Self-assurance.

POISE permits one--

to appear relaxed yet regulated,

at ease yet disciplined.

There is the strong and impressive implication present that equanimity has been achieved, and that thepoised person cannot be easily perturb or ruffled.

The calm, cool, collected manner of that person indicates in no uncertain terms his mastery of the situation and his equality to his task.

POISE contains more than just a suspicion of indifference it contains the indifference of superb composure.

POISE covers two broad areas:--

Poise helps a salesman; and

Poise helps a salesmans selling.

POISE helps a salesman .

Nothing is more essential to a salesmans personality than is self-confidence, and that confidence permits poise.

The poised salesman is recognized immediately as such, and is envied understandably.

His carriage and bearing give proof of his selling maturity as well as of his emotional stability.

He is the good actor that every good salesman must be.

He avoids revealing surprise or impatience or embarrassment.

He suppresses any show of irritation or pique as successfully as he restrains his temper.

He maintains his composure even when--

harshly used, he disagrees without being disagreeable, and

he loses gracefully when that is unavoidable.

At least on the surface, the poised salesman takes criticism or praise, disappointment or success with the same even manner.

POISE helps a salesmans selling .

A salesmans enthusiasm may easily lead to excitement, and every successful salesman must be at least forceful if he is to be convincing.

No one can deny that good salesmen are emotional and intense persons.

This means that a salesman must build some poise into his selling;

He must have a check rein on his impulsive inclinations or his selling will suffer.

Poised selling

reassuresand soothes.

calms a buyers fears and doubts.

implants faith and confidence in buyers mind.

Buyers detect and respect poised selling, and this makes it easier for the salesman to detect the course of the interview and the direction of the buyers thinking.

Poised selling is a magnificent recommendation of the salesman, his products, his company, and his suggestions.

The poised salesman is not worried by the possibility of failure, and his selling reveals to the buyer that there is no doubt of success in the salesmans thinking.

First step:

If the salesman knows

himself,

his products,

his company, and

his buyers.

First step:

Then if the salesman knows

how to sell, he has every reason in the world to feel calm and collected.

Still another resort:is simulation, because one can feel some degree of poise just by acting poised. In simulation the young salesmans control is reflected

in quite breathing,

even speech,

slow movements,

concentrated thinking, and

even in brief pauses to get himself better in hand.

Of course, every man knows that most relationships must be two-way relationships.

If there are privileges, there must be opportunities.

If there is opportunities, there must be requirements.

The company tries to provide training, supervision, and help of a kind and amount to insure the new mans successful development.

The return which the individual enjoys from his efforts will depend, too, on what himself brings to the businesson his natural qualifications, ability, and interested application.

He must be a man who likes people, who likes to meet and know them, and makes friend. This is essential because he is

--almost exclusively with people and their problem.

--their hopes and ambitions.

--their joys and sorrows.

--their ups and downs.

--the successful salesman must be a good mixer.

--one who enjoys himself most when he is seeing and meeting people.

He must be a man of patience, sympathy, and understanding who meets all people as gentleman

-- are all races and creeds

--rich and poor

--young and old

--educated and uneducated, etc.

--equally understanding of all, and

--equally prepared to be of services to all.

He must be a man who is optimistic and self-confident.

In any service and sales activity, no is always met more often than yes;

There are bound to be disappointments and discouragements and they will be encountered by even the best of men.

The successful salesman must be the sort of person who takes this kind of thing in his stride.

He must be who knows the meaning of the phrase, selling starts when the prospect says, no.

He must be a man who works.

This may be said to be a requirement in every field.

The salesman is for the greater part of the time out of the office and on his ownhis only overseer is himself.

Thomas Edison once described genius as on-tenth inspiration and nine-tenths perspiration.

There is no substitute for work.

He must be a man who works.

The salesman must be a self-starter who works intelligently and full time because he is built that way.

He cant be successful in the business if he is not built that way.

poise and are you the man

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poised selling reassuresand