Now he
reviews his knowledge _from the standpoint of the prospect_. He plans to
use what he has learned in the ways that seem to him most likely to fit
the mentality, impulses, feelings, conditions, and real needs of the man
he wants to influence to accept his proposition.
Having thus planned to _fit his knowledge to an individual prospect_,
the skillful salesman arranges constructively in his own mind
_particular, definite points of contact_ with the mind of this one other
man. He plans restrictively. That is, he works out only the approach
ideas that are likely to fit the characteristics of the certain man on
whom he intends to call. He also discards ways and means that are not
_especially adapted_ to this prospect.
[Sidenote: Different Effects on Different People]
Of course the master salesman purposes to make the best possible
impression always; but he recognizes that words, tones, and actions
which would create a favorable impression on one prospect might make an
opposite impression on another.
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