_Do not copy_ the suggestions offered. _Think out for your
individual use a collection of sense-hitting devices of your own._ Then
you will be able to select various ways to gain and to re-gain attention
when you are in the presence of a prospect. No matter what may be your
ability and ambition, _there are features of your character and your
service capacity that you can utilize to make direct sense appeals_.
Find out for yourself what they are, and plan how to use them most
effectively. If you cannot gain attention to your qualifications, or if
you are unable to recall wandering attention, you may lose the chance
you have succeeded in getting. _Insure yourself_ against the possibility
of such a disaster; so that your previous good salesmanship in securing
an interview will not all go for naught.
[Sidenote: Out-of-the-Ordinary Things]
If you do something _out of the ordinary_, the force of your
sense-hitting will be much greater than if you employ only common
devices for gaining attention.
Pages:
304
305
306
307
308
309
310
311
312
313
314
315
316
317
318
319
320
321
322
323
324
325
326
327
328