Sense Doors Always Open
Use the sense avenues to introduce agreeable suggestions into your prospect's mind centers of attention and interest. Then you will be employing the unusual methods of a master salesman, who devises ways of using every possible sense appeal.
The sense doors are always open. They are held open by the subconscious mind. If you understand your way through them there will be no doubt about the effectiveness of your knock at the door of opportunity, or about getting an invitation for your ideas to enter the mind of the other man.
CHAPTER IX
Getting Yourself Wanted
Show a Need For Your Services
A great many salesmen mistakenly believe that if they can interest a prospect thoroughly in their goods, he is almost sure to buy. When this stage is reached, they think they only need to keep his interest growing to close the sale. If, instead, it drags on interminably, they are utterly at a loss regarding what more they should do to secure the order.
Do not fall into a similar error when selling true ideas of your best capabilities. Not only is it necessary that you induce your prospective employer's interest in your personal qualifications, but you need to make him realize there is a present lack in his business which you can fill to his satisfaction. You must get yourself wanted.
You might make an excellent first impression on the man you have chosen as your future chief. He might listen attentively to your presentation of ideas, and question you so interestedly that you would expect him to say at any moment, "All right. The job is yours." Then, instead of engaging your services, he might remark, "I'll keep your name on file." Or he might say, "I know a man who probably could use you. I'll give you a note to him." You would win a cordial farewell handshake from your prospect, but not an acceptance of your proposal to work with him. You would leave without the job. Your failure would be due to your inability to get yourself sufficiently wanted.
See Yourself Through Your Prospect's Eyes