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A knowledge of ourselves, and what appeals to us, often gives us a definite clue to what appeals to and attracts others. We discover an appeal that makes them act. Most prospects are fundamentily alike. What will appeal to one will appeal to all. Most of us are constantly and eternally trying to per- suade and even convince ourselves that we are different from everyone else. With 42 years experience in selling and experimenting in the laboratory of human relations, I know differently. We all have a lot in common with each other. The sooner we realize this, the sooner will we generate the power to attract. We must realize and appreciate one great fact about the prospect: he is a rational human being. He has desires, problems and needs, and he will listen to a reason- able and common-sense appeal on how to meet and fulfill them. The attributes, characteristics, and qualities of the pros- pect can usually be determined by an understanding of our own. Your purpose should be to understand what the pros- pect thinks and to express your power to him through a well- formulated Sales Plan. Therefore, with this understanding, using the prospect and his needs as a center of interest, you can build and create thoughts into a Sales Plan that will impel him to act. You can attract and inspire him to have full confidence in your proposition. |
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