_You will endanger your chances of success
if you let him put off action on his decision._ To-morrow he is likely
to see the weights in a different light and to imagine less on your
side and more against you. _Now_ is the time to close the sale, when he
cannot help seeing things _your way_.
[Sidenote: Two Stages Of Closing]
You know that sometimes a juror will be convinced in his own mind,
yet cannot bring himself actually to vote according to his mental
conclusion. Perhaps he is a "wobbler" by nature. So a girl may decide
in her thoughts that a certain suitor would make a good husband, yet
she may hesitate to accept him just because that step is _final_.
These illustrations impress the importance of _discriminating between
the two stages of closing a sale_. The success of the salesman is
made certain only by his knowledge and skillful use, first of the art of
_vivid weighing_, and second of the art of _prompting the prospect
to action on his perception of the difference in the balances_.
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