[Sidenote: Get Ready for Imaginable Happenings]
_You_ may not need to knock at that door, nor wait for an invitation to
come in. In _your_ case, perhaps, the door stands open, with a "Welcome"
mat just outside. Yet if you _do need_ to knock with your ideas for
admittance to another man's mind, and if it ever becomes _necessary_ for
you to win a welcome, this chapter will prove valuable reading. You will
be helped to gain your desired chance, and the danger of your failure
will be minimized, if you _know how_ to knock and exactly _what to do_
to assure your welcome.
Even the master salesman can never be absolutely certain of the
reception he will have from any prospect. Therefore he "goes loaded" for
all imaginable contingencies. You, the salesman of yourself, should be
likewise prepared with knowledge of how each and every step in the
selling process may be taken most effectively. Whatever emergency
arises, you must be ready to take the fullest advantage of a favorable
turn, and equally ready to reduce as much as possible any disadvantage
you encounter.
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