If you can get around a difficulty you see, without attracting your
prospect's attention to it, you will be wise to go some indirect way to
your goal.
Suppose, for example, that you know the salary you want is higher than
your prospect has been accustomed to pay. It will be good salesmanship
for you not to refer to the amount you have in mind, until after you
have carried him along with you to consider the profits he will make
from engaging your services. Since you plan to show him that these
profits will pay your salary, you will be wise to avoid the matter of
your compensation until you have approached nearer to the successful
conclusion of your selling process.
[Sidenote: Avoid Troubles by Forethought]
_Almost every difficulty and opposition you are likely to encounter can
be anticipated._ Don't wait until you come face to face with an
obstruction in the way of success. Let forethought carry you
imaginatively into just such a situation. _Think yourself out of a
possible difficulty before you actually get into it.
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