First think out clearly _what the other man needs_. Distinguish exactly
in your thoughts between what is _lacking_ in his organization, and what
he _already has_. Then when planning to gain an entrance to the presence
and the mind of your prospect, restrict your thoughts to ways and means
of indicating and suggesting that _you know precisely what service is
wanted_. Prepare to show him that you don't have merely a vague,
indefinite idea of a job _like_ other jobs. Plan to indicate that you
are not just about the _same_ as ordinary men who apply for positions.
Be ready to make the first impression that you are _a particular man
with individual ideas and distinctive capability_. If you can prove
that, you will be certain to gain your chance through good salesmanship
of the true idea of your qualifications.
[Sidenote: Plan Approach To Fit the Particular Man]
When planning his approach, the master salesman combines his earlier
work of preparation and his prospecting. He re-organizes in his mind all
the information he previously has gained for his own benefit.
Pages:
224
225
226
227
228
229
230
231
232
233
234
235
236
237
238
239
240
241
242
243
244
245
246
247
248