You can compel your prospect to open the
door of his attention, but in order to get _inside_ his mind and secure
his _interest_ in your purpose, you must win his _willing invitation_
for your ideas to enter his thoughts and make themselves at home there.
[Sidenote: Certain Success Methods]
We have seen how you can make certain of gaining your chance to reach
the door of opportunity. You can size up surely your prospect's dominant
characteristics and what he is thinking. Likewise you can guarantee to
yourself, first the attention, and second the interest of the man you
have come to see. It is necessary only that you use the methods of the
master salesman to _compel_ the opening of the door and to _induce_ the
extension of welcome to your ideas.
[Sidenote: Our Old Acquaintance Again]
Here again we meet our old acquaintance, the discriminative-restrictive
method. You must _discriminate_ between the process of knocking at the
door of opportunity and the process of securing the invitation to come
in.
Pages:
290
291
292
293
294
295
296
297
298
299
300
301
302
303
304
305
306
307
308
309
310
311
312
313
314