The sale was closed at once,
and the colored man shone in his new glories within a week.
[Sidenote: Conflict of Heart and Mind]
Often a man desires with his heart things that his mind does not
approve. Therefore when you work to get yourself wanted, _appeal to the
heart of your prospect, rather than to his mind_. Then if _his_ mind
raises objections to his desire for your services, _your_ mind at a
later stage of the selling process will overcome or get around his
mental opposition. When the time for that step arrives, _his heart_ will
already have been won as _your ally_, and will help you dispose of the
objections _his mind_ has raised.
[Sidenote: Get Yourself Liked]
As a preliminary to getting yourself wanted, get yourself _liked_. Make
such an impression, do and say such things, as will draw out of the
heart of your prospect _a friendly feeling_ for you. You know of people
who have been boosted to notable successes because influential men took
personal interest in their advancement.
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