Your prospect can refuse to be interested, if he chooses, despite your
determination to interest him. _His interest must be induced_. Any
attempt to _compel_ it is apt to have a fatal result. Nearly always
such an effort to force interest develops antagonism, instead.
But there are methods of _inducing_ interest that are just as sure to
succeed as are the sense-hitting methods by which attention may be
compelled. This _double step_ in the process of selling the true idea of
your best capabilities in the right market can be taken with absolute
_certainty_ of success if you know and practice the principles in
accordance with which the master salesman sells his ideas of goods to
prospects. We are to study these principles now, as applied to the sale
of your qualifications for success in the field you have selected.
[Sidenote: Exclusive Agreeable Attention]
When you enter the office of your prospect--your chosen future employer,
for example--he will be giving his attention to _something_.
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