The doors of the mind swing inward most readily when
the new mental furniture brought along a sense avenue matches the ideas
already in the mind center. Doubtless the young man who lost the
interest of a great financier by wearing a soft collar would have been
able to hold it if he had dressed according to his prospect's ideas.
[Sidenote: One Likable Thing Helps]
_If there is one thing about you that another man dislikes, it
disproportionately tinges his entire attitude of mind toward you. On the
other hand, if you have one especially likable feature, it tends to
lessen the disagreeable impression of things about you that the other
man does not like._
So, when you come to a prospect as a salesman of your best self and have
gained his attention, avoid making disagreeable suggestions to his mind,
and have at your command a number of sense appeals you are sure he will
like. You certainly will secure his interest if you follow this selling
process.
To win his interest you need not induce your prospect to like you _all
through_ or in _every respect_.
Pages:
320
321
322
323
324
325
326
327
328
329
330
331
332
333
334
335
336
337
338
339
340
341
342
343
344