He can make only general
and hasty preparations at the moment to deal with the particular
individual who comes intent on securing his order.
The good salesman, however, works out in advance the most effective ways
and means to present his proposition. Each move in the process of
selling his ideas to a prospect is carefully studied and practiced
beforehand. The effects of different words and tones and acts are
exactly weighed. When the thoroughly prepared salesman calls on a
possible buyer, he has in mind a flexible program of procedure with
which he is perfectly familiar and which he can adapt skillfully to
various conditions that his imagination has enabled him to anticipate.
Hence the master salesman usually is able to _control the situation_, no
matter how shrewd the prospect may be; because the salesman's chance to
plan assures him a great advantage over the unprepared or incompletely
prepared other party to the sale.
[Sidenote: Dominate The Interview with Confidence]
If you would likewise "dominate" the man to whom you want to sell your
capabilities, prepare "plans of approach" to his interest before calling
on him; in order to make sure of presenting your qualifications most
strongly.
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