[Sidenote: Remove Unnecessary Difficulties]
Gain knowledge of other men in order to make it easy to sell them true
ideas of your best capabilities. It is not _hard_ to succeed if you take
the _unnecessary_ difficulties out of the process of gaining your
chances.
CHAPTER VIII
_The Knock At The Door Of Opportunity and The Invitation To Come In_
[Sidenote: Selling is Not a Mechanical Process]
The process of selling ideas comprises several steps, part or all of
which the salesman may need to take in order to close a particular sale
successfully. In our study we are considering step after step in regular
order, but the actual selling process cannot be reduced to such
exactitude and routine. Before we begin our analysis of this
"presentation" step, it should be clearly understood that success in
selling ideas is not achieved by going through a _machine-like_ process.
We follow a regular sequence in these chapters, but it is unlikely that
you will ever complete a sale of your services by taking the various
steps of the selling process in the precise order of our study.
Pages:
285
286
287
288
289
290
291
292
293
294
295
296
297
298
299
300
301
302
303
304
305
306
307
308
309