Leadership and Human Relations (Digital Copy)

WHY SALESMEN SHOULD STUDY PERSONALITY DEVELOPMENT

A GOOD CARPENTER DOESN’T TRY TO BUILD A HOUSE WITHOUT a hammer and saw. A master violinist buys the very best violin he can find. A great painter gets the finest brushes, pigments and canvas he can afford.

Your Prologue to Success!

Paderewski would have been a flop without his piano.
What I’m trying to say is that knowledge—even “genius”—isn’t enough. Before genius is worth a dime to anybody it must be applied. To apply knowledge you need an instrument or “tool.”

It sounds obvious enough. Yet many would-be salesmen overlook this simple fact. The salesman, too, you see, must have an instrument or a tool to apply his knowledge of ‘ salesmanship.

And while the musician can use a piano and a carpenter a hammer and a saw, the salesman must use himself. The salesman is the instrument.

IT’S HIS PERSONALITY

It is his personality that applies and puts across his knowledge of salesmanship. Becoming a successful salesman involves learning sales techniques and developing an effective instrument to apply them.