You are not the buyer. Sell him ideas that _he_ likes. Fit the ideas you
bring him to the characteristics of his mind.
If you judge him to be a quick thinker, do not hesitate in indecision a
moment longer than is necessary for you to make up your mind
confidently. On the other hand, should he be a deliberate thinker, be
careful not to make an impression that you are rash or impulsive in your
decisions.
[Sidenote: Clothes and Interest]
If he is inclined to be finical about his dress, or over-particular
regarding orderliness, he will be interested if your garb is
punctiliously correct and if you suggest to him the habits of precision.
I read a little while ago the story of a young man who lost the chance
to become the confidential assistant of a noted financier. The young man
missed his opportunity because he made the mistake of wearing a soft
collar when he called for the final interview with the financier.
[Sidenote: Avoid False Pretense of Interest]
_Do not, of course, put on false pretenses_, to make your prospect like
you and your ideas.
Pages:
316
317
318
319
320
321
322
323
324
325
326
327
328
329
330
331
332
333
334
335
336
337
338
339
340