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A Salesman Keeping Pace With Time (Strategic Questioning) Lyrics by Bert Tenzer

Birth Of A Salesman

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Narrator: You have just listened in on the beginning of a presentation made by a salesman who has kept pace with time. A salesman who uses my first modern-day weapon — strategic questioning. Now observe his next move. Watch as he thumbs through his sales literature. He passes by materials not important to this prospect. Now, he finds it. The exact ammunition he needs for this sale — ammunition to combat price resistance. Through strategic questioning, this salesman in the opеning minutes of his presentation locatеd his target. And now, with a few carefully placed shots (*Two shots*), he scores a bullseye. How much different from yesterday's salesman who did this. (*Two sets of numerous shots in quick succession*) Blasted wildly in all directions, hoping to hit the unseen targets with some of the stray bullets. It takes precision selling to pierce the armor of today's public. The salesman must know how to do more than just sell the benefits of his product. He must be a detective, an attorney. He must understand strategic questioning. He must know how to probe for clues and information upon which to build his case. Here, truly, is a significant weapon that can be used by everyone who deals with today's public. This is the office of a large steel corporation. Let's go into that private conference room. There is Mister Gerald Trenton, president. He has just met the new chairman of the chamber of commerce. Mister Trenton has one aim, one purpose — to explain his company's plans for cooperating with civic projects. But, notice, he begins his presentation with questions. Questions like:
Gerald Trenton: Just how interested is the chamber of commerce in companies like mine? What has been your experience in cooperating with other companies? How much does the chamber of commerce know about the Trenton steel factory?
Narrator: This type of questioning continues a few minutes. Finally, Mister Trenton has finished his probing. Now, he is prepared. From the information he has uncovered, he has quickly slanted in his mind what he wants to say. Now, he makes each word count, pinpoints each sentence to target. Although Mister Trenton may not be considered the salesman type, he uses to perfection my first step in modern-day salesmanship — strategic questioning. How logical a procedure. Yet how many use it regularly as planned strategy? Study the lawyers, the psychologists. Men who are keeping pace with today. Experts at probing. With a few questions, they discover enough to deal with every individual, every situation. But how about the salesman? What about you? Regardless of what is being sold — a product, an idea, a personality — learn to question first. When you make your next presentation, do not start in this manner: "Mister Roberts, I'd like to tell you about our product." Instead, start in this way: "Mister Roberts, I'd like to ask you how much you already know about our product." Questions are like advance scouts: you send them out to survey and report on what lies ahead; then, when you attack, you know just where to direct your forces. This is your radar system for precision selling in today's age. Now, turn over the record. It is time to enter part two.
Credits
Bert Tenzer

Bert Tenzer

About “A Salesman Keeping Pace With Time (Strategic Questioning)” by Bert Tenzer

Read the complete lyrics to "A Salesman Keeping Pace With Time (Strategic Questioning)" by Bert Tenzer from the album "Birth Of A Salesman". On Lyrks you can follow along with the full text, explore the artist's discography, and discover related songs. The track is often categorized under Non-Music.

"A Salesman Keeping Pace With Time (Strategic Questioning)" is performed by Bert Tenzer. from the album "Birth Of A Salesman" This page provides the full lyric text for fans who want to sing along, study the songwriting, or compare versions across releases. Lyrks organizes lyrics by artist and song slug so you can bookmark and share a stable URL. Music lyrics help listeners connect with emotion, narrative, and rhythm in a track. Whether you are learning English, researching a favorite chorus, or preparing for karaoke, having accurate line breaks and section labels (verse, chorus, bridge) makes the experience easier. We link to the official artist profile on Lyrks where available, including biography snippets, top songs, and chart placements when we have that data. If you enjoy "A Salesman Keeping Pace With Time (Strategic Questioning)", explore more songs by Bert Tenzer using the links below. Chart and trending pages on Lyrks highlight what listeners are searching for this week. For copyright or correction requests, see our DMCA and contact pages.

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"A Salesman Keeping Pace With Time (Strategic Questioning)" is credited to Bert Tenzer. Songwriting credits may include additional writers listed on the release; check the credits section on this page for linked collaborators.

"A Salesman Keeping Pace With Time (Strategic Questioning)" appears on "Birth Of A Salesman".

Visit the Bert Tenzer artist page at /artist/bert-tenzer for biography, popular tracks, and links to more lyric pages.