As soon as he had completed the weighing process
my friend took from his pocket a sheet of copy he had prepared for a
first advertisement along the line he had proposed. This had been worked
out carefully in advance, just as if the order had already been given
for the advertising service. My friend laid the sheet of copy before the
prospect, who was taken completely by surprise.
"I knew you would want this service as soon as I explained it to you,"
said the salesman. "Therefore I prepared this ad for the first
publication under the plan I have submitted, and which I am sure you
approve. There is no question that you will get much better results from
this copy than you have been receiving from the advertising you are
doing now. Naturally you want to begin benefiting from my service as
soon as possible. I'm all ready to deliver the goods. Just pencil your
O.K. on the corner of this copy. I'll do the rest."
[Sidenote: From Pencil To Pen]
With a smile of confidence the salesman held out a soft lead pencil.
Pages:
427
428
429
430
431
432
433
434
435
436
437
438
439
440
441
442
443
444
445
446
447
448
449
450
451