To win his interest you need not induce your prospect to like you all through or in every respect. If he likes but one thing about you at first, he will be interested enough to give you the chance to develop more interest. The interest that produces the fruit of acceptance is often a growth from only one seed sown by the salesman of ideas.
Avoid Over-Emphasis
At this stage of the selling process it is not wise to plunge ahead fast. Do not go to the extreme on any subject that you find is interesting to your prospect. His interest may be mild, and he might be prejudiced if you seem to display excessive concern about something that he considers of minor importance. I recall the experience of a man who was complimented on keeping an appointment to the minute. He over-emphasized the virtue of punctuality and irritated his prospect, who was not always on time himself. The job went to another applicant.
Moderate Attitude
Be moderate in your attitude when you work to secure the beginning of interest, lest you raise an obstacle in your path. Until you are sure you have won a considerable degree of interest, you cannot lead strongly in any direction without running the risk of losing some of the advantages you have gained. Therefore at the interest stage proceed warily. "Watch your step."
Hobbies
Be especially careful not to gush over a hobby of your prospect, in which his interest may not be so great as you suppose. Hobbies are dangerous. Don't harp on one. It requires consummate art to show enthusiasm about another man's hobby without arousing his suspicions regarding your sincerity.
Art of Knocking and Winning a Welcome
Throughout the various steps of the selling process, salesmanship is an art. The art of knocking at the door of opportunity and of winning the invitation to come in lies in making favorable out-of-the-ordinary impressions in unusual ways. The salesman himself, his methods of presenting his services for sale, and his qualifications—all should stand out distinctly, and make impressions of his individuality. He should not seem like a common applicant for a position, but should suggest to the prospective employer that he is a man of uncommon characteristics and especial capability.
The Process And Effects