The applicant, having
gained his immediate object by proving his worth, then switched to the
second part of his plan of approach.
"I didn't expect more money for my clerical work, but haven't I proved
to you by the way I handle turn-downs that I possess the qualifications
of a salesman? It would be just as hard for a prospect to say 'No' to me
as it has been for you. I don't want a raise. I want a chance at selling
real estate. Give me a drawing account equal to my present salary, and
I'll earn it in commissions. I'm going to make it hard for anybody to
get away from me after I tackle him to buy a lot or a house."
Of course the clerk got his chance.
[Sidenote: Touch Tender Spots]
Another important detail of good salesmanship in planning to approach
opportunities to succeed, is _touching the tender spots of the
subordinates_ in the office of the big man you want to reach. Also plan
to touch tender spots in _him_. You can do it with a courteous bow, or
with the tone of respect. Employ the _personal appeal_--that is, make
_contact_ between _your personality_ and the personality of the _other
party_ you desire to influence.
Pages:
234
235
236
237
238
239
240
241
242
243
244
245
246
247
248
249
250
251
252
253
254
255
256
257
258