Yet again, don’t do all the talking, or even a half of it. Let the other person do the major portion. Whilst naturally there are exceptions, you will find that most people like to talk. Let him talk with you just putting in a word or question here and there to renew the stimulus.

Note that question’ another word highly important to a real salesperson. Practically all untrained salespeople use too few questions. Questions have purposes. Even when this is pointed out to them, they still think that questions have only ONE purpose. This subject is dealt with fully in the Chapters dealing with the sales-talk. Meanwhile, we could just say that questions have FIVE purposes. Used rightly, they not only bring more sales, but bring them more easily too.

Remember that you learn far more about the astonishing variety of views and opinions in short the outlook of other people, by listening to them, than ever you will by having them listen to you. Even the most shy and self-conscious person can perform this exercise without any trouble. And what is the result? In only a few weeks’ time he/she suddenly notices that the shyness is going! But most important even than that, is the fact that the outlook, understanding steadily broadens as well. The right climate for the growth of the right mental habits is created.

TRAVEL. This often broadens one’s outlook, but only to the extent that it involves meeting other people. That word people’ is another of those words of great importance to the Outdoor salesperson. Selling is 99% people and 1% things.

So if you cannot travel yet don’t worry. By the simple exercise mentioned, you can still get the real benefit of travel.