He must size up her likes and dislikes; then adapt his salesmanship to
her tastes, tactfully subordinating his own preferences to hers. If she
is athletic, he will play tennis or go on tramps with her, however tired
he feels after his work. If she is sentimental, he will take her
canoeing and read poetry to her, though he may prefer detective yarns.
Throughout his courtship he will do his utmost to stimulate in her a
desire to have him as a life partner. Whatever objections she makes to
him, he will get rid of or overcome.
Suppose he has taken all these preliminary selling steps successfully,
and at last the time comes for pinning the girl down to a definite
answer to the all-important question, is there any likelihood that it
will be a refusal? Of course not! If his earlier salesmanship has been
masterly, the reasons why she will be inclined to accept him in the end
are of much greater weight and number than any causes for rejection that
she may have thought of previously.
[Sidenote: Never Weaken At the Finish]
He should not fear to close the sale.
Pages:
414
415
416
417
418
419
420
421
422
423
424
425
426
427
428
429
430
431
432
433
434
435
436
437
438