Poise and are you the man

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  • 1. POISE And Are You The Man?
  • 2. POISE And Are You The Man?
  • 3. POISE
  • 4. 1. WHAT
    • 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.
  • 5. 1. WHAT
    • POISE is the ability to stay--
      • in balance or
      • in equilibrium
    1. WHAT… … …
  • 6. 1. WHAT
    • POISE reflects--
      • Self-control
      • Self-possession
      • Self-assurance.
    1. WHAT… … …
  • 7. 1. WHAT
    • POISE permits one--
      • to appear relaxed yet regulated,
      • at ease yet disciplined.
    1. WHAT… … …
  • 8. 1. WHAT
    • There is the strong and impressive implication present that equanimity has been achieved, and that the poised person cannot be easily perturb or ruffled.
    1. WHAT… … …
  • 9. 1. WHAT
    • The calm, cool, collected manner of that person indicates in no uncertain terms his mastery of the situation and his equality to his task.
    1. WHAT… … …
  • 10. 1. WHAT
    • POISE contains more than just a suspicion of indifference– it contains the indifference of superb composure.
    1. WHAT… … …
  • 11. 2. WHY DESIRED
    • POISE covers two broad areas:--
    • Poise helps a salesman; and
    • Poise helps a salesman’s selling.
    2. WHY DESIRED… … …
  • 12. 2. WHY DESIRED
    • POISE helps a salesman .
    • Nothing is more essential to a salesman’s personality than is self-confidence, and that confidence permits poise.
    2. WHY DESIRED… … …
  • 13. 2. WHY DESIRED
    • POISE helps a salesman .
    • 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.
    2. WHY DESIRED… … …
  • 14. 2. WHY DESIRED
    • POISE helps a salesman .
    • He is the good actor that every good salesman must be.
    • He avoids revealing surprise or impatience or embarrassment.
    2. WHY DESIRED… … …
  • 15. 2. WHY DESIRED
    • POISE helps a salesman .
    • He suppresses any show of irritation or pique as successfully as he restrains his temper.
    2. WHY DESIRED… … …
  • 16. 2. WHY DESIRED
    • POISE helps a salesman .
    • He maintains his composure even when--
      • harshly used, he disagrees without being disagreeable, and
      • he loses gracefully when that is unavoidable.
    2. WHY DESIRED… … …
  • 17. 2. WHY DESIRED
    • POISE helps a salesman .
    • At least on the surface, the poised salesman takes criticism or praise, disappointment or success with the same even manner.
    2. WHY DESIRED… … …
  • 18. 2. WHY DESIRED
    • POISE helps a salesman’s selling .
    • A salesman’s enthusiasm may easily lead to excitement, and every successful salesman must be at least forceful if he is to be convincing.
    2. WHY DESIRED… … …
  • 19. 2. WHY DESIRED
    • POISE helps a salesman’s selling .
    • 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.
    2. WHY DESIRED… … …
  • 20. 2. WHY DESIRED
    • POISE helps a salesman’s selling .
    • Poised selling –
      • reassures and soothes.
      • calms a buyer’s fears and doubts.
      • implants faith and confidence in buyer’s 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 buyer’s thinking.
    2. WHY DESIRED… … …
  • 21. 2. WHY DESIRED
    • POISE helps a salesman’s selling .
    • Poised selling is a magnificent recommendation of the salesman, his products, his company, and his suggestions.
    2. WHY DESIRED… … …
  • 22. 2. WHY DESIRED
    • POISE helps a salesman’s selling .
    • 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 salesman’s thinking.
    2. WHY DESIRED… … …
  • 23. 3. HOW ACQUIRED The next question, of course, is how can one become a poised salesman. Junior salesman acquire poise in several ways. 3. HOW ACQUIRED… … …
  • 24. 3. HOW ACQUIRED First step: is that of thorough preparation for a selling carrier; this is to be followed by a painstaking preparation for each major interview. 3. HOW ACQUIRED… … …
  • 25. 3. HOW ACQUIRED
    • First step:
    • If the salesman knows—
    • himself,
    • his products,
    • his company, and
    • his buyers.
    3. HOW ACQUIRED… … …
  • 26. 3. HOW ACQUIRED
    • First step:
    • Then if the salesman knows—
    • how to sell, he has every reason in the world to feel calm and collected.
    3. HOW ACQUIRED… … …
  • 27. 3. HOW ACQUIRED Another helpful device: is the rehearsal, in which the salesman runs though a presentation before actually making it to a buyer. 3. HOW ACQUIRED… … …
  • 28. 3. HOW ACQUIRED Another step: Some cub salesmen have discovered that, for them, talking to groups equips them to talk confidently to any individual. 3. HOW ACQUIRED… … …
  • 29. 3. HOW ACQUIRED
    • Still another resort: is simulation, because one can feel some degree of poise just by acting poised. In simulation the young salesman’s control is reflected –
    • in quite breathing,
    • even speech,
    • slow movements,
    • concentrated thinking, and
    • even in brief pauses to get himself better in hand.
    3. HOW ACQUIRED… … …
  • 30. 3. HOW ACQUIRED Over the long run , a salesman should undertake to develop his presence of mind and a sound philosophy of life. He will recognize that experience will provide in large measure the competence and confidence while result in poise. 3. HOW ACQUIRED… … …
  • 31. Are You The Man?
  • 32.
    • 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.
    Are You The Man? Are You The Man… … ...
  • 33.
    • The company tries to provide training, supervision, and help of a kind and amount to insure the new man’s successful development.
    Are You The Man? Are You The Man… … ...
  • 34. On the other hand….. Are You The Man? Are You The Man… … ...
  • 35.
    • The return which the individual enjoys from his efforts will depend, too, on what himself brings to the business—on his natural qualifications, ability, and interested application.
    Are You The Man? Are You The Man… … ...
  • 36. What are some of the requirements of the position? Are You The Man? Are You The Man… … ...
  • 37. What must a man bring to this work if he is to enjoy it, be happy in it, and be successful? Are You The Man? Are You The Man… … ...
  • 38.
    • 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.
    Here are a few of the major requirements: Are You The Man… … ...
  • 39.
    • 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.
    Here are a few of the major requirements: Are You The Man… … ...
  • 40.
    • 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”.
    Here are a few of the major requirements: Are You The Man… … ...
  • 41.
    • 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 own—his only “overseer” is himself.
      • Thomas Edison once described genius as “on-tenth inspiration and nine-tenths perspiration.”
      • There is no substitute for work.
    Here are a few of the major requirements: Are You The Man… … ...
  • 42.
    • 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 can’t be successful in the business if he is not built that way.
    Here are a few of the major requirements: Are You The Man… … ...
  • 43. To men who have these qualities PRAN-RFL Group offers an opportunity, and it is real. Are You The Man? Are You The Man… … ...
  • 44. THANK YOU