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Plain everyday words are the most effective. Words spoken in the prospect's own language are subtle and indestructible forces that get under his skin. They make him feel the idea is his own. They penetrate his intellect. They persuade and convince him to buy your product.

Every word in the Sales Plan should be studied, weighed, and analyzed from every standpoint. Has it the proper mean- ing? Will it get over to the prospect the right idea? Has it carrying qualities? By analyzing and considering words in this fashion, you can select the right word for the right place. The words in your Sales Plan that convey the value of the product are the impelling and motivating forces that create a sale. Spoken in a cheerful and optimistic tone, they make it easy for the prospect to say yes.

It is surprising how the little things count in selling. The old saying goes, "Anyone can see the boulders, but it's the little pebbles that throw you." The little things—like using the right word in the right place, cultivating a friendly at- titude, a pleasant voice, an agreeable disposition, and a high regard for the prospect—will make the sales approach much smoother and easier.

I never try to display how smart I am. I always approach my prospects in a spirit of humility, as one who comes to serve. As long as I give this Sales Plan humbly, it has power and punch, and it gets results.

It is all right to be wise, but do not tell the prospect. Al- ways give the prospect credit for knowing as much as you do. It does not pay to try to bluff him. He can usually tell brass from gold. Answer all of his objections, and hand them back to him in the form of suggestions. Let him have his own way. Practice what the Bible says: "Agree with thine adver- sary quickly." Remember: "He who treads softly goes far."

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Although every breed of bird comes with its own individual needs, there are some basics which you can apply to your new bird regardless of his particular breed.

First, feeding your new bird does not have to be complicated if you know what is available and adjust it to your own bird’s preferences. Similar to any other kind of pet, he may express different tastes, likes, and dislikes. It is not harmful to indulge a picky eater, as long as the food he is given supplies the balanced nutrition he needs for good health.

There are three general types of diets for pet birds. The most basic form of diet is a diet which consists of only seeds. While your new bird can manage quite well on a seed diet, for his optimum health it is a good idea to also give him vitamin supplements. A seed-based diet can be enriched by providing him with a nice variety of healthy fruits and vegetables. Many birds love berries, grapes, and carrots; and they are as healthy for him as he love to eat them.

Bird feed mixes are an easy way to ensure that your bird has a healthy diet. Each type of mix that you can purchase has been specially made for particular breeds of birds. When you buy a bird feed mix, you will know that he is getting the food that is right for him.

Although it lacks variety, a formulated diet can provide your bird with everything he needs. These diets are specifically tailored to fulfill your bird’s nutritional requirements. If you decide to use a formulated diet, it is the easiest way for your bird to get everything his body needs to stay in prime condition.

Selecting the diet that is best for your bird and easiest for you is one of the most important parts of the care and feeding of your bird. However, there are other factors in keeping him healthy and in the best spirits. All birds should have a supply of fresh water available to them at all times. When you accommodate your bird’s need for consistent, fresh drinking water, it will aid in his digestion and promote overall good health.

Some breeds of birds also require a consistent supply of grit for proper digestion. The reason for this is some birds do not shell their seeds while they are eating, and consume the shells also. The grit is necessary for helping the shells to disintegrate. While grit can be a healthy addition to most birds’ diets, it is essential for those who are in this category.

Your bird’s care and feeding basics include much more than his daily diet. The good news is that taking care of your bird is not difficult, and the time you put into it is as much fun for you as it is for him.