| You're on your way to a week of sales calls. On the | | | | On the next call, Sara is your potential customer. She |
| plane you sit next to a lady with a large mouth (talks a | | | | has low placed eyebrows (informal, easygoing), wide |
| lot), full lips (generous, sensuous), and has large | | | | between the brows (tolerant), and the biggest dimples |
| sparkling eyes (emotional, moody). Do you want to | | | | you ever saw (affectionate/passionate). She is |
| start a conversation (she will do all the talking-about | | | | emotional. Talk to her about her family, relax, take her |
| her family), rest or work? | | | | to lunch, tell jokes, and you have her sold. You notice a |
| After getting settled in your hotel room, you want to | | | | picture of her children on her desk. |
| go out to dinner. Where do you find the best | | | | 3. SUGGESTION: Hi, Sara. That's a darling picture of |
| restaurant? Just ask someone with a round face and | | | | your kids. How old are they?" "Oh, you're about to go |
| body, that person should know. After dinner you | | | | to lunch? I would be happy to take you. I'd love to hear |
| decide to walk back and get lost. Who do you ask | | | | about Jill and Bobby. Did you hear the funny story-" |
| directions from? Ask a person with a turned up nose | | | | On your last call of the day, you talk with John Peters, |
| (helpful). | | | | a young man with high place eyebrows (formal), a |
| The following morning on your first call, you are talking | | | | short groove under his nose (vain). His large nose has |
| to Fred, a customer, who has eyes that are close | | | | a wide tip (curious). He has dark blue eyes (moody, |
| together (impatient), slanting down (critical), with no | | | | sensitive). Use good manners and protocol with him. |
| visible eyelids (analytical). His short bushy eyebrows | | | | Compliment his appearance. He will have a lot of |
| (detail concerned). His small mouth has thin lips (brief, | | | | questions for you. Be careful of his moods. Ask for the |
| concise). His forehead slants way back. (quick thinker). | | | | sale when he's in a good mood. |
| Be prepared and get to the point quickly. Provide | | | | 4. SUGGESTION: Offer your hand to John. "Good |
| every little detail about your products. He is very hard | | | | afternoon, Mr. Peters. I'd like to introduce myself. My |
| to please. | | | | name is_____, from Hanson Wholesale Office |
| 1. SUGGESTION: "Fred. Let me show you exactly how | | | | Supply. I will answer all your questions. That blue suit |
| these new pocket folders work. They are made of | | | | really looks nice on you. I'm looking for something |
| very durable pound cardboard. I also have charts to | | | | similar. I see you've ordered a thousand envelopes on |
| compare prices. I am willing to take a complete | | | | previous orders. I'll order the same for you again, all |
| inventory to see what you are using and what you | | | | right?" |
| need." | | | | You have just used Face Reading to Approach each |
| On the following call, Donna, the secretary, has a | | | | individual according to their personality, gain their |
| square face (direct & frank), small eyes and mouth | | | | confidence, increase sales, and get what you want |
| (hides emotions, cautious). Her ears stick out | | | | from EVERYONE. |
| (possessive). How do you get passed her. Be very | | | | Now you have a chance to be different from the |
| careful and tactful. | | | | crown, with a unique powerful tool to help you |
| 2. SUGGESTION: "Miss. I have an appointment with Mr. | | | | succeed in sales. |
| Eaton. I only need a few minutes to show him my new | | | | Try these tips and see if you don't increase sales |
| line of folders. Yes. Thank you. Would you look after | | | | 169%. |
| my briefcase of extra samples?" | | | | |
