5. A sale completed only after a decision by the buyer as to the
comparative benefits of purchasing or of not buying.
_Example_--You and another candidate apply for the same position in an
office. You appear to be about equal in capability. The employer "weighs
you in the balance" against the other applicant. This is a sale
requiring the fifth degree of effort. Manifestly you will need to use a
very high quality of skill to get into the mind of the prospective buyer
of services the idea that you are likely to be of more value as an
employee than your competitor for the place. Then you must skillfully
prompt him to accept your application.
[Sidenote: Difficult Sales Most Worth Making]
When you appreciate exactly how sales differ in the degrees of effort
necessary to close them, you will realize the wisdom of preparing to
sell your particular qualities and services _with full comprehension of
all the difficulties commonly met_ by candidates for desirable
positions.
Countless men have died failures because they used throughout their
lives only the first or second degrees of effort.
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