Article January 9, 1971 Issue

How to Be a Better Salesman

RAYMOND JACKSON ALLEN

Salesmanship plays a vital role in the business world of today. In fact, it enters into about every phase of human experience. If people are not selling goods or services, they are selling ideas, proposals, programs, projects. In a sense, each one of us is a salesman. From time to time we have something that can be valuable to others and we would like them to buy or accept, or there is something we feel we should rightly persuade them to do or not do.

Now, there is probably no one who is entirely satisfied with his selling ability and would not like to do better. But how can this be accomplished? Does Christian Science have anything to offer that will help meet this need for improvement?

Let us see how it enables one to overcome some of the obstacles to successful selling effort. Perhaps the most imposing one is fear of failure. I have known of salesmen who walked around the block several times before summoning up the courage to enter the customer's office. Now, most cases of fear are not so flagrant, but with many salesmen this element of fear is present, though often covered up by a surface boldness.

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