Detroit evening times. (Detroit, Mich) 1921-1958, 1941-10-19
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Telephone

~OMET1MEs the constant ringing of a telephone
be bug a-boo to busy executive But TO Earl
- Prevette of Philadelphia, Pennsylvania. who tins
has made something of worlds record. He has
just completed $4,000 worth of sales entirely by
phone all by himself with stooges stand-iHs
Mr. Prevette has written an account of his remarkable
achievement in How TO Sell by Telephone" just pub
hshed by Wfred Funk, Inc, New York.
Mr. Prevette started in life attorney at-law
but he that there enough lawyers and
enough insurance agents with legal background
He tells how discouraged ne was at first, many
insurance agents He pounded the payements Tor
months at time without selling single prospect Then
came his golden opportunity
An advertising agency wanted who could sell
proposition to good business houses and firms But
their time limited, they told Mr. Prevette They
could only give him six weeks.
Mr. Prevette says he accepted the offer because ne
knew that it meant his future. Time limited and the
author explains that he couldn't make the many doorto
contacts with those who would be interested the
plan He decided the telephone and that changed
his whole selling plan. For he knew he must be brief
direct and catch the interest of the future consumer mme
dately lose the sale.
He spent day a night writing his sales talk
He studied every word to make II convincing and arrest
ing Then he memorzed it, rehearsed his telephone
ner he done a spectacular job and his
commission amounted to several thousand dollars.
Then he had idea Why not sell life insurance on
the basis BY using the telephone, he could tell
Immediately whether prospect had insurance would
be the market for He could reach three four
times the number Of prospects by telephone that he could
by going Office office home TO home
He advises all statesmen to study the psychology Of
their future contacts and to learn as much about their
businesses homes and backgrounds as possible And #
they telephone their work to build up sales plan
which is fool-proo and airght for you can't blur over
the expect TO sell anything.
He found that his talk about 200 words long and
took about a minute and 20 repeat The attention
his prospects he says seized at by its brey
clarity and il they busy, it didn't take up too
much their time. The proof Of his success lies IN the
that 9s Of his phone conversations brought results
His methods gave him profit OF 81 for every
phone call ne has made in the last 20 years.
The Of the experience he learned
the benefit of statesmen to He tells them that
there right and wrong times to call mp prospect For
example dentists approachable between eight
thirty and nine-thry in the morning While physicians
usually their Offices between nine and eleven in the
morning and and three in the afternoon.
Druggists groces have slack period in the early
afternoon and the time reach clergymen is any
time Tuesday Sunday is their busy day and
takes them a while TO recuperate
author also gives helpful pointers on manners
over the telephone lie cautions statesmen to use con
yersatonal tone and not try to out whole sales
plan breath lie says that every salesman no mat
ter what he is selling should encourage the prospect 10
talk about himself, TO make him feel important Listen
to what he says author explains because that will
please him Agree with hiIn even II ne says something
you don like most opinions are temporary any
way. BY all avoid argument and approach
everyone with humbeness and kindness and humor
The author relates many amusing experiences he had
with prospects thought themselves tough TO sell
one old codger was irate though he listened 30 Mr.
Prevete coureouy enough The agent asked the prospect
the birth order to draft an insurance plan
Il don't care give my date Of birth to stranger
over the telephone" the prospect haughtily replied
Well then" said Mr. Prevette cheerfuly loan 1t TO
me for a couple days The prospect laughngy agreed
and later bought 800 900 worth
The author tells statesmen and agents 10 make sure
that behind their there always looms the figure OF
the prospect build him that he sees himself IN
relation the plan they selling The next thing to
do ia relax keenest when they
phvscallv and emotionay at prospect VIII shy
away from ittery physically rundown salesman.
The author saws that should learn 10 breathe
deeply drink plenty of water get lots OF sunshine and
take day These are good rules
for everyone but excellent statesmen their appear
ancc must always their best 7seling point when
they can't hc gccn telephone their appearance