" The sales
artist, however, gets his ideas into the mind of a prospect _quickly_,
with the least possible _wear and tear_ on either party to the sale. No
one appreciates a fine salesman so thoroughly as the best buyer. Skill
in selling true ideas about your particular qualifications will not only
_assure_ your success, but will make it _easy_ for you to succeed.
[Sidenote: Docking Your Sales-man-ship]
The skillful salesman is the captain of his own sales-man-ship. But in
order to make certain of landing his cargo of right impressions he takes
aboard the pilot Science to begin with, and then concentrates on four
factors of the art of selling ideas:
First, _discovering and traversing_ the best channel into the prospect's
mind;
Second, _locating the particular point of interest_ upon which the
salesman's cargo can be most effectively unloaded;
Third, _maneuvering alongside_ this center of the buyer's interest;
Fourth, _securely tying to_ the interest pier so that the shipload of
ideas may be fully discharged.
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