“The pen is mightier than the sword.”
Edward Bulwer-Lytton; 1839
Forget the pen if you are in a knife fight, but if you are selling, the pen IS a mighty tool indeed, and not just for signing the contract!
Have you ever been in a sales presentation where it was a struggle to keep your prospect on track with your presentation as you went through sales material or a proposal? If so, get out your pen.
Speakers and seminar leaders use pointers much less frequently than in the past. We are taught it is impolite to point anyway, and when we do, we use lasers. However, if you need to get a prospect back on track with your presentation, use your pen to help them “follow along.” It never ceases to amaze me that when you point at something… ANYTHING… people will look. Point at the specific part of the presentation materials you are covering at that time. Your prospect’s eyes will leap to the spot at which you point…I guarantee it.
Another word about your choice of writing instruments; you will never close a million dollar deal with a $2 pen. Use a writing instrument that shows you mean business.
Good selling!
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