He
has concentrated his mind upon you, and has not wandered in thought to
other subjects. Yet you perceive that he is inclined to put you off or
to turn you down. Evidently, in order to prevent such a contretemps, you
need to resort now to a _different selling step_, which you have not
taken previously.
It is necessary that you have at your command a way to induce interest.
This interest-inducing means must be as _sure_ in its effects as the
sense-hitting method of compelling attention. Otherwise you could not be
certain of success with the selling process. If the effectiveness of
every step cannot be assured in advance, you will not rely confidently
on salesmanship to achieve your ambition.
[Sidenote: Discriminate Between Attention And Interest]
Probably you have never worked out in your mind exactly _the reasons why
you are interested_ in particular things and in certain people. Let us
make an analysis. Your _attention_ might be attracted so strongly to a
vicious criminal that for the time being you could think of no one else.
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