If he likes but one thing about you at
first, he will be interested enough to give you the chance to develop
more interest. _The interest that produces the fruit of acceptance is
often a growth from only one seed sown by the salesman of ideas_.
[Sidenote: Avoid Over-Emphasis]
At this stage of the selling process it is not wise to plunge ahead
fast. Do not go to the _extreme_ on any subject that you find is
interesting to your prospect. His interest may be mild, and he might be
prejudiced if you seem to display excessive concern about something that
he considers of minor importance. I recall the experience of a man who
was complimented on keeping an appointment to the minute. He
_over-emphasized_ the virtue of punctuality and irritated his prospect,
who was not always on time himself. The job went to another applicant.
[Sidenote: Moderate Attitude]
_Be moderate_ in your attitude when you work to secure the beginning of
interest, lest you raise an obstacle in your path. Until you are sure
you have won a considerable degree of interest, you cannot lead strongly
in any direction without running the risk of losing some of the
advantages you have gained.
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