No one,
while he is awake, can be wholly _non_-attentive. Your function, at this
stage of the selling process, is to compel him to stop paying attention
to something or somebody _else_, and to give _you and your ideas_ his
exclusive attention.
[Sidenote: Avoid Making Unfavorable Impressions]
Of course good salesmanship makes it advisable also to avoid creating a
_disagreeable_ impression while forcing yourself and your ideas upon the
attention of your prospect. The _conscious_ mind governs a man's likes
and dislikes. So if you knock compellingly at the door of _that_ mind to
gain attention, you may arouse very _unfavorable_ attention. For
illustration, a boisterous greeting of your prospect, or a very noisy
entrance into his office, would doubtless compel his attention by the
direct hammering on his senses. But the attraction of his attention to
you would affect the operations of both his conscious and sub-conscious
minds, and his conscious mind would be disagreeably impressed. His
compelled attention, therefore, might result in your being thrown out.
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