[Sidenote: Knocking and Getting In]
Of course it will avail you nothing if you succeed only in _reaching_
the particular man through whom you have planned to gain success. And
after you meet him it will do you no material good to _size him up_
correctly; if you are then unable to hold his _attention_ to your
presentation of ideas. Your preliminary skillful salesmanship would all
be wasted. Evidently, in order that you may continue the process of
gaining your chance, it is necessary that you should know how to knock
on the door of his mind in such an _agreeable but compelling_ way that
he will be _forced_ to let his attention come out _pleasantly_ to you
and your purpose. Hence right knocking at the door of opportunity
immediately follows the size-up as an essential part of the process of
making success certain.
It is necessary next for you to know how to prevent a turn-down on the
front porch of your prospect's mind, and how to insure _the admission of
your ideas to his thoughts_.
Pages:
289
290
291
292
293
294
295
296
297
298
299
300
301
302
303
304
305
306
307
308
309
310
311
312
313