Don't just open the spigot of your mind and let your ideas
run out in a monotone. Variety of voice is pleasing, as well as
attention-compelling.
I know a salesman who is in the habit of using a spotlessly clean big
handkerchief to help him keep the prospect's mind concentrated on the
proposition being presented. Whenever the other man's attention is
diverted, this salesman whisks his handkerchief from his pocket and
touches his lips with it. The flash of white hits the sight-sense of the
prospect and brings back his wandering attention to the salesman.
[Sidenote: Sense Hitting Should Help The Sale]
But such devices are superficial. _The best sense-hitting means of
compelling attention, directly relates some sense effect to the
salesman's purpose._
The correspondent who ruffled his cards and clicked them down on the
prospect's desk would not have been so successful if on each card he had
not pasted a specimen of his work as an efficient letter writer. If he
had brought a pack of blank cards, for example, the repeated use of his
device for getting attention might have irritated the other man.
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