I could not help
feeling inclined to try this man. I decided to give him his chance at
once. He started my impulse to accept his services, and I pronounced the
decision in his favor that he prompted. Of course he made good. That was
a foregone conclusion. He had mastered the selling process, and was an
especially fine closer. He succeeded in getting more than his quota of
orders the first year. Selling never seemed to be hard work for him.
[Sidenote: Two Ways To Prompt Pronouncement]
The pronouncement of the prospect's decision can be prompted, his
favorable action can be brought about, in _two ways_. First, as we have
seen, _the salesman can suggest, directly or indirectly, the action he
wants the other man to take_. Second, _the salesman himself can do
something_ that the prospect will be impelled to _imitate_.
[Sidenote: Impelling Imitation Of Action]
For example, when you apply for a position, and have completed the
process of weighing the points in your favor in contrast with the less
weighty reasons for not employing you, lean forward slightly in an
attitude of easy expectancy.
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