to take up with a presentation of his capabilities this executive would be interrupted often by telephone calls and the entrance of subordinates.  The salesman’s size-up also revealed that his prospect’s attention was likely to wander to the things on his desk.  From time to time when the correspondent was presenting his ideas the president reached out his hand and picked up a paper.  Evidently he was inclined to give but flighty attention to his caller.

[Sidenote:  Striking More Than One Sense]

The salesman, however, had “come loaded” for exactly this situation.  He had worked out his selling plan in detail.  As he developed idea after idea, he used a device for regaining attention by hitting at the prospect’s senses of sight and hearing.  Just as soon as the president’s hand wandered to a paper, the salesman ruffled the cards he held, quickly selected one, and clicked it down on the desk top before his prospect.  He had to do this perhaps a dozen times before he felt confident he had clinched the interest of the executive.  If the salesman had used words merely, what, he said in presenting his ideas to the prospect might have gone in one ear and out the other.  But his action of ruffling the cards struck the president’s senses of sight and hearing compellingly; as did the clicking of the card on the desk top when it was presented for reading.  Repeatedly the return of the prospect’s wandering attention was forced subconsciously; yet no disagreeable impression was made on his conscious mind.  In the course of half an hour the correspondent succeeded in selling his services at a very satisfactory salary.

[Sidenote:  “Come Loaded”]

If you similarly “come loaded” for sense-hitting, you will be able to get your prospect’s attention originally, and to regain it whenever it is temporarily lost.  In advance of your call on the man to whom you want to sell your services, think out things you can do that will strike one or more of his senses forcibly, without making disagreeable impressions.  You can take with you to the interview specimens of your work, or testimonials; and hold them in your hand where they will attract notice.  Or you might plan to use attention-compelling gestures.

[Sidenote:  Tone Variations]

Changes of tone will make the other man “perk up his ears” if his attention wanders; so plan to introduce variety into your manner of speaking.  Don’t just open the spigot of your mind and let your ideas run out in a monotone.  Variety of voice is pleasing, as well as attention-compelling.

I know a salesman who is in the habit of using a spotlessly clean big handkerchief to help him keep the prospect’s mind concentrated on the proposition being presented.  Whenever the other man’s attention is diverted, this salesman whisks his handkerchief from his pocket and touches his lips with it.  The flash of white hits the sight-sense of the prospect and brings back his wandering attention to the salesman.