Finally, you must be _consecrated_ to the motive of rendering
him _service_.
[Sidenote: Postpone Criticism Until Desire Is Stimulated]
It is poor salesmanship to let your prospect begin to analyze your
faults _until you have made yourself thoroughly pleasing_ to him. Before
you complete the selling process you should admit your own faults,
rather than let him discover them. _But skillfully postpone this step
until you get yourself wanted._ Then your prospect will be inclined to
_co-operate_ in disposing of objections to you; whereas _if criticisms
arise too soon in the selling process they may prevent him from liking
you thoroughly, and may check your purpose before you get yourself
wanted_.
[Sidenote: Right Time to "Face The Music"]
A merchant received an application for employment in his private office
from a young man who created so pleasing an impression that the employer
decided to make him his secretary. He outlined his ideas to the
applicant, who entered into them most enthusiastically; thereby
increasing the liking of his prospective employer for him.
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