[Sidenote: Continual Attention Necessary]
It is highly important that you should be able first to _gain_ the
favorable attention of your prospect, and second to _hold_ it until his
interest is aroused. It may also be necessary for you to _regain_ his
attention if it is temporarily lost and diverted to some other object.
The master salesman realizes it is essential to have the attention of
his prospect _continually centered_ upon the ideas presented,
_throughout the selling process_. Only a poor salesman of ideas would go
right on talking, even though it might be clearly evident that he did
not have the exclusive attention of the man addressed.
[Sidenote: Regaining Attention]
When you proffer your capabilities for purchase by a prospective
employer, do not make the mistake of continuing to present your best
selling points if you have any doubt that his attention is exclusively
yours. _Stop your selling process if his attention wanders or is
diverted_. Use the sense-hitting method to compel it to _come back_ to
you and your ideas.
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