Mental Pictures Can Help You Sell More Goods

In his book, How to Make $25,000 a Year Selling, Charles B. Roth tells how a group of salesman in Detroit who tried a new idea increased their sales 100 percent. Another group in New York increased their sales by 150 percent. And individual salesman, using the same idea, have increased their sales up to 400 percent. (Charles B. Rpth, How to Make
$25,000 a Year Selling, Englewood Cliffs, N.J, Prentice-Hall, Inc.)
"And what is this magic that accomplishes so much for salesman?"
"It is something called role-playing, and you should know about it, because if you will let it, it may help you to double your sales."
"What is role-playing?"
"Well, it is simply imagining yourself in various sales situations, then solving them in your mind, until you know what to say and what to do whenever the situation comes up in real life."
"It is what is called on the football field 'skull practice."

"The reason why it accomplishes so much is that selling is simply a matter of situations."

"One is created every time you talk to a customer. he says something  or ask a question or raise an objection. If you always know how to counter what he says or answer his question or handle the objection, you makes sales.."
"A role-playing salesman, at night when he is alone, will create these situations. He will imagine the prospect throwing the widest kind curves at him. Then he will work out the best answer to them..."
"No matter what situation is, you can prepare for it beforehand by means of imagining yourself and your prospect face to face while he is raising objections and creating problems and you are handling them properly."