Is there any good reason why
_you_ cannot employ similar methods to gain the chance you want?
[Sidenote: Service Purpose is Essence of Salesmanship]
Let us dig into what Ward did, and find the "essence" of his
salesmanship in the ways and means he employed to assure his two
"entrances," to the presence and into the mind of the executive. _He was
successful principally because he made the impression that he had come
with a purpose of rendering real service to the other man._ His plan of
approach assured him the opportunity he wanted because it was designed
to serve the head of the department in his need for particular
capabilities. _Very rarely will any one refuse a needed service._ So,
coming with a purpose of service, Ward made certain in advance that he
would be welcomed to his opportunity. The essence of a successful plan
of approach to the mind of any prospect is _a carefully thought-out idea
of how to supply him with exactly what he lacks_.
Just as the service purpose well planned is the key to the door of a
man's _mind_; so is it the "Open Sesame" to his _presence_.
Pages:
219
220
221
222
223
224
225
226
227
228
229
230
231
232
233
234
235
236
237
238
239
240
241
242
243