Repeatedly the return of the
prospect's wandering attention was forced subconsciously; yet no
disagreeable impression was made on his conscious mind. In the course of
half an hour the correspondent succeeded in selling his services at a
very satisfactory salary.
[Sidenote: "Come Loaded"]
If you similarly "come loaded" for sense-hitting, you will be able to
get your prospect's attention originally, and to regain it whenever it
is temporarily lost. In advance of your call on the man to whom you want
to sell your services, think out things you can do that will strike one
or more of his senses forcibly, without making disagreeable impressions.
You can take with you to the interview specimens of your work, or
testimonials; and hold them in your hand where they will attract notice.
Or you might plan to use attention-compelling gestures.
[Sidenote: Tone Variations]
Changes of tone will make the other man "perk up his ears" if his
attention wanders; so plan to introduce variety into your manner of
speaking.
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