Unless you have this feeling yourself, you will
not be likely to draw out his reciprocating desire for your services.
You are not dealing now with his mind. _Desire proceeds from the heart.
It is emotional, not mental_. The least suspicion of your insincerity
would check your prospect's feeling that he wants you as an employee.
You must feel that you have come with a purpose of genuine service, and
you must draw out his similar feeling.
[Sidenote: Desire Comes Out of the Heart]
When you knocked at the door of your prospect's mind, and when you
sought to induce his welcome for your ideas, your object was to get him
to take your thoughts _into_ his head. The line of action is _reversed_
at the desire stage of the selling process. Until now _you_ have been
the moving party. You have been getting yourself and your ideas into his
consciousness. But while attention and interest are _receptive_
processes, the emotion of genuine desire starts with an _outward moving
impulse from the prospect_.
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