If some one should enter his office while you are
talking to him, or if his telephone should ring, stop short in your
presentation. (Your sudden silence, in itself, will be attention
compelling.) Do not go on with your sales presentation until the
interruption is over. Then use some sense-hitting method of making sure
that his attention is again concentrated on you and your ideas.
[Sidenote: Sense Hitting]
An acquaintance of mine who had especially fitted himself for business
correspondence, typed striking paragraphs taken from form letters he had
devised and pasted the slips of paper on stiff filing cards. He carried
with him to his interview with the president of a large corporation
about thirty-five or forty of these cards. His prospecting had indicated
that in the course of the half hour he had planned to take up with a
presentation of his capabilities this executive would be interrupted
often by telephone calls and the entrance of subordinates. The
salesman's size-up also revealed that his prospect's attention was
likely to wander to the things on his desk.
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