You cannot influence him to change
his mind by making emotional appeals to him. In order to secure the
favorable decision of such a man, you will need to use the most
conclusive, solid evidence of your capabilities.
[Sidenote: Wavering Minds]
Suppose your prospect shifts his feet continually and rather jerkily.
While you are talking with him, he frequently changes his weight from
one foot to the other. He is suggesting that he has little confidence in
his own judgment, that he is not sure of his own thoughts. _Take the
lead strongly with such a man._ Do his thinking for him. It is up to you
to bring his vacillating mind to definite conclusions, following your
lead. First make it clear to him that your proposal is really to his
interest. Then proceed with a manner of absolute assurance, as if you
did not question his doing what you wish. With your skillful
salesmanship you can stop his wavering and induce him to act as you
indicate.
[Sidenote: Quick Thinkers]
The _rate_ of one's _muscular_ activity is directly associated with the
rate of one's _mental_ activity.
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