[Sidenote: Stop, Look, Listen]
Take nothing for granted now. Through your personal, specific
observation either confirm or disprove every item of information that
has come to you from other people previous to meeting this man face to
face. Your informants may or may not have had correct conceptions of his
characteristics. It would be unwise, even unsafe, for you to rely
implicitly on _their_ judgment of him. You need to _be certain you know
him as he really is_; so that you can present your purpose with the
confidence a skilled salesman feels when he is sure he understands the
principal traits of the prospect he is addressing. In reaching this man
you have gained your first chance. You cannot afford to risk losing it
by haste. _Do not advance farther in the selling process until you have
made certain of the ground you are to tread._ It is very bad
salesmanship to begin introducing ideas and feelings to a mind and heart
that are unknown to you except from hearsay.
"But," you say, "I'm not a mind reader.
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