No potential customer, otherwise known as a prospect, will tolerate this, especially nowadays when a truly professional approach is expected from everyone.

No you need to be able to do the right things, in the right way and at the right time, as a matter of HABIT with the very minimum of conscious mental effort. All the great people, and in fact all the successful people of this world became so primarily because of their HABITS OF THINKING. And of course it applies the other way too. The vast multitudes of people who remain nonentities throughout their lives do so for primarily the same reason.

So you will see what a great achievement it is when you have developed, under expert guidance, the right mental HABITS. You will see how important this little-thought-of subject really is.

When you accept this fundamental point, then you will see and accept the importance of developing a selling technique on a firmly laid foundation, and that foundation is the right mental attitude.

So what habits of mind does one need to form? And how does one form them? The mental habit is, in one sense, like everything else that grows. It needs the right climate. And all experience shows that the best of all climates, for healthy growth of good mental habits is a broad outlook. A broad outlook is not used here in the sense in which many people use this term, that is, in a moral sense. It is used to denote a salesperson’s entire attitude to life and the people he meets.