However, you can knock at the sense doors of the sub-conscious mind with such unobjectionable sense-hitting methods that while agreeable attention will be compelled thereby, you can also be sure that a favorable impression on the conscious mind of the prospect will be induced. For illustration, if your prospect is evidently busy at his desk when you are admitted to his office, you might compel his attention by entering very quietly and by standing in silence without interrupting him until he has had an opportunity to finish what he is doing. His sound sense would be struck, paradoxically, by your exceptional quietness. His sense of equilibrium would also be affected by your perfect poise while waiting. Your whole attitude would impress him so favorably that his especial interest in you would be induced. His greeting would be pleasant.
Suppose your prospect looks up from his work when you enter his presence, and you approach close to his desk; if you are immaculate in dress and body, you will appeal agreeably to his olfactory sense. The law of the association of ideas will then begin to work in your favor. Your prospect will get subconsciously a conscious impression of your clean character.
You might wear a fresh flower in your buttonhole and so strike several of his senses pleasantly. But unless the flower is inconspicuous and in good taste it would make an unfavorable impression.
Good Impressions
Let us assume now that when you enter the office of your prospect, he is disgruntled about something. You can take some of the heat out of his ill temper by your appearance of cool self-confidence and good nature.
There are many more such favorable sense impressions which you could make by simply standing in manly erectness while waiting to receive the exclusive attention of your prospect. You might employ all the sense-hitting features of bearing and manner referred to above. The effect of the sum of these would be the forced agreeable attention of your prospect. He simply could not help noticing the various items that would strike his different senses; nor could he help being agreeably impressed; though he might not give you any indication of the effect you had compelled.
It is highly important that you should be able first to gain the favorable attention of your prospect, and second to hold it until his interest is aroused. It may also be necessary for you to regain his attention if it is temporarily lost and diverted to some other object. The master salesman realizes it is essential to have the attention of his prospect continually centered upon the ideas presented, throughout the selling process. Only a poor salesman of ideas would go right on talking, even though it might be clearly evident that he did not have the exclusive attention of the man addressed.
Regaining Attention
When you proffer your capabilities for purchase by a prospective employer, do not make the mistake of continuing to present your best selling points if you have any doubt that his attention is exclusively yours. Stop your selling process if his attention wanders or is diverted. Use the sense-hitting method to compel it to come back to you and your ideas. If some one should enter his office while you are talking to him, or if his telephone should ring, stop short in your presentation. (Your sudden silence, in itself, will be attention compelling.) Do not go on with your sales presentation until the interruption is over. Then use some sense-hitting method of making sure that his attention is again concentrated on you and your ideas.