Then, in _practicing_ these related but different steps of the
selling process, it is necessary that when you knock you _restrict_
yourself to the use of the methods that are most effective in gaining
_attention_. Similarly you should restrict yourself to using the very
_different_ methods of securing _interest_, when you work to get an
invitation for your ideas to come inside the other man's mind and make
themselves at home there.
[Sidenote: Process of Compelling Attention]
Psychologists define "Attention" as "that act of the mind which holds to
a given object perceived by one or more senses, to the _exclusion_ of
all other objects that might be perceived at that time by the same or
other senses." A knock at a door attracts attention because it
temporarily diverts the previous attentiveness of the mind to other
things, and concentrates it on a new object of attention. The sense of
hearing is _struck_. Whether or not the mind is _willing_ to hear, it
_cannot help perceiving_ the sudden new sound.
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