| When you are attempting to sell a product/program to | | | | notes that he used in later years to accurately recall |
| a buyer, sell yourself first. I know one very successful | | | | the discussion that had led to a new word or |
| salesman who made it a practice to become familiar | | | | paragraph in the agreement. Union members could also |
| with a new prospect, telling about his company and | | | | recall the discussions after he had explained the |
| products; finding what the prospects liked to do outside | | | | subject matter to them. He had their trust. |
| of work, during breakfast or lunch where possible. | | | | Another example cited was when he was visiting the |
| When making follow up calls from that point on, he | | | | President of another airline when their meeting was |
| never emphasized his company and products, instead | | | | interrupted by an airline mechanic wanting the |
| he talked about what the prospect liked to do; be it | | | | President to come meet with them at a time when |
| sports, hunting, fishing, whatever he had learned from | | | | they were having a difficult time during negotiations. |
| the primary meeting. | | | | The President asked the visiting labor relations person |
| Every follow up call included a gift of something he | | | | to accompany him to the board room. When they |
| had copied from articles pertaining to the new | | | | arrived, the company union committee told the |
| customer's business. He provided something free that | | | | International Union Agent to leave the room. He |
| was of value on every call. | | | | unhappily agreed and left the room. |
| He couldn't begin to estimate how many of the | | | | Then the President took off his coat and tie, rolled up |
| prospects turned into friendly customers, many times | | | | his shirt sleeves, sat down and asked what he could |
| insisting on ordering something just because he had | | | | do to help. |
| taken time to come see them. | | | | Ten minutes later the two men left the board room |
| Another example was related to me by a man who | | | | and its satisfied union workers. This was all made |
| had been in Labor Relations with an airline. One of his | | | | possible, because the employees knew the President |
| favorite subjects was talking about selling yourself to | | | | to be honest and could be counted on to be fair in his |
| the labor organizations as a person who was honest | | | | decisions. |
| and worthy of your trust. | | | | Yes, good things happen when you sell yourself first. |
| During negotiations, he took small, one or two word | | | | |