Second, to stimulate increased desire for the steak, the butcher
skillfully put on the favorable side of the scales of decision the
weight of _a suggestion of excellence_. He said temptingly, "It's the
very choicest part of the loin." At this point he also employed
_contrast_, to make the prospect's desire stronger still. "You couldn't
get a cut any tenderer than this, or with less bone."
Third, this skillful salesman prompted _the immediate committal of his
customer to a favorable decision_. He impelled her to this affirmative
action by suggesting, "Would you like to have a little extra suet
wrapped up with it?" He put a question that was _easy_ for the prospect
to answer with "Yes." Once she accepted the suet offered free, she
tacitly accepted the steak at the price stated. _It is skillful
salesmanship to make it easy for the buyer to say "Yes" or to imply the
favorable decision indirectly_. The butcher might have been answered
with "No" if he had asked, "Will you take this steak?" But he himself
nodded when he made the proposal that he wrap up the extra suet.
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