Therefore at the interest stage proceed
warily. "Watch your step."
[Sidenote: Hobbies]
Be especially careful not to gush over a hobby of your prospect, in
which his interest may not be so great as you suppose. _Hobbies are
dangerous_. Don't harp on one. It requires consummate art to show
enthusiasm about another man's hobby without arousing his suspicions
regarding your sincerity.
[Sidenote: Art of Knocking and Winning a Welcome]
Throughout the various steps of the selling process, salesmanship is an
_art_. The art of knocking at the door of opportunity and of winning the
invitation to come in lies in _making favorable out-of-the-ordinary
impressions in unusual ways_. The salesman himself, his methods of
presenting his services for sale, and his qualifications--all should
stand out distinctly, and make impressions of his individuality. He
should not seem like a common applicant for a position, but should
suggest to the prospective employer that he is a man of uncommon
characteristics and especial capability.
Pages:
322
323
324
325
326
327
328
329
330
331
332
333
334
335
336
337
338
339
340
341
342
343
344
345
346