time feels trapped and perhaps even a little bitter about the telephone it easier on you and it makes for a quicker more pleasant way of getting things done nicely what mr bell had in mind but even more more than in the big busy world of business yet in his wildest imagination mr bell would never have conceived anything like the use salesman sam black is making of the telephone that's just one important feature matter not now let's talk about the power train that's right power train that the engine the mind it's well it's an strategic for two reasons first of all you can't really sell a complicated piece of equipment over the telephone whatever your product your prospect has to see its features and see them demonstrated to appreciate them more important your prospect has to understand your products benefits to him before you'll buy and it's simply too easy to say no over the telephone in fact it doesn't take any effort at al but where does the telephone fit in here well what mr bell had in mind for the telephone was not keeping people apart but getting them together using the telephones to establish an opportunity to do a good selling job or to bring your prospect into the right selling atmosphere but here's another example of something mr bell would frown on this energetic young man is pete wilson and believe it or not he's fairly intelligent too he's an air conditioner salesman and he rudely figured out a sales plan there must be a tremendous concentrated market for air conditioners all you asked to do is cover that market like a blanket mr bell would approve the determination but he did not have such a pedestrian approach in mind peter completely overlooked the whole point of mr bell's invention with time saving telephone calls our young salesman can quickly determine the exact condition of market who is a potential prospect and who is not and pete's ready to concentrate is selling time and energy on real prospects that's when the telephone can really be an extra sales tool to help any salesman create selling opportunities for instance with this telephone and an owner list the service file or registration list depending on his field a good salesman can literally ring hundreds of prospect bells right from his own office and of course using the telephone strategically like this is just what mr bell had in another brushoff or wally and it's really not the telephone for sure anyone can see that well he's actually a nice friendly guy but he doesn't sound that way over the telephone like a lot of other people ali doesn't project his true personality over the telephone and again the answer is so simple before you make your call try imagining how you might sound over the telephone i am sure you want dependable insurance protection and then how you want to sound yes nice guys and i'll be glad to drop by and explanatory so whoever you are before you make that next call think a moment remember how both on and on and make sure you organize your call even writing down the things you want to talk about before you make the call remember too that you can't sell a complicated idea or product over the phone so use the telephone strategically to arrange your selling opportunities and remember how valuable a telephone can be as a time and work saver when it's also used to teach eagerly to create new selling opportunities quickly and easily and most important of all remember how easy it is to give the wrong impression over the telephone so imagine how you might sound to yourself the chances are your true personality will go out over the telephone just as mr bell had in mind for he was not only an inventive man but a man of great vision and even though its first telephone message was sent quite by accident wonderful day for you mr bell everything you've worked for every dream has come true it works mr bell it works yes and i i dare say you're right watson our experiments have opened up a new age of communications there will be a day when when people will think nothing of conversing through instruments such as we have developed you mean as an everyday occurrence well that's what i had in mind the day will come i can foresee the day when homes will be linked to all the homes homes the factories factories to stores cities will be joined to other cities and nations to other nations