The engineer
"beat" the old system and brought to the manufacturer's office a lot of
goods he had secured that could not be checked. His salesmanship
compelled attention, induced thorough interest, and proved there was a
hole that should be filled. When the lack was shown convincingly, the
manufacturer wanted it satisfied. The sale of the engineer's services
was quickly closed.
[Sidenote: Getting Yourself Wanted Is Only One Step Ahead]
Do not jump to the conclusion that you are sure of the job you desire,
just as soon as you get yourself wanted. You are not yet at the end of
the selling process. The prospect has only been conducted successfully
another step forward toward your goal. _The moment after he realizes the
lack in his business, he is apt to question most critically your
qualifications for filling it._
[Sidenote: Analysis Naturally Follows Desire]
_As soon as a man begins to feel a real tug of desire for anything, he
examines it with new, increased interest to make sure there isn't
something the matter with it.
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