[Sidenote: See Yourself Through Your Prospect's Eyes]
Now imagine yourself in the place of this employer. See your application
through his eyes. Unless you can look at yourself from the prospect's
viewpoint, you may not comprehend your deficiency in salesmanship.
The employer upon whom you called said to himself while you were trying
to sell your services, "Here is a very attractive man. He presents an
interesting proposition. But I have no real need for such an employee;
therefore it would be poor business for me to engage him, much as I
should like to do so. I am sorry that at present I have no place for him
in my organization. He's a man I'd like to keep track of, so I'll file
his name and address for possible future reference. Meanwhile I'll give
him a note to my friend Smith. I hate to turn him down cold; he's such a
fine man."
Evidently the employer did not feel a _lack_ in his own business. You
failed to make him realize any _need_ for your services.
[Sidenote: Proving A Need]
Contrast with this illustration the case of an efficiency engineer who
secured his chance to overhaul a factory by demonstrating to a
manufacturer that he needed a new order-checking system.
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