[Sidenote:  Sense Hitting Should Help The Sale]

But such devices are superficial. The best sense-hitting means of compelling attention, directly relates some sense effect to the salesman’s purpose.

The correspondent who ruffled his cards and clicked them down on the prospect’s desk would not have been so successful if on each card he had not pasted a specimen of his work as an efficient letter writer.  If he had brought a pack of blank cards, for example, the repeated use of his device for getting attention might have irritated the other man.  To analyze the illustration further; if the correspondent had brought the specimens of his work on letter paper, not pasted on stiff cards, they would have been much less effective.  He could not have ruffled them, and would have been unable to make the clicking sound he used to hit the other man’s ears.

[Sidenote:  Suggesting Capability]

Suppose you apply for a situation as a bookkeeper or an accountant.  One of the best sense-hitting devices you could use to compel attention to your ability would be a collection of complicated tabulations in your handwriting, made neatly without a correction or an erasure.  Such an exhibit of painstaking workmanship, if complemented by a neat, attractive personal appearance, would force the employer to notice you and the proofs of your qualifications.  You certainly would make a most favorable impression.  Your prospect would imagine his books and records as you would keep them.  When presenting the evidences of your capability as an accountant, you could suggest other qualities than those mentioned—­such as the proper pride of a good workman, serious earnestness, dignity, keen intelligence, etc.  Such suggestions made with the aid of sense-hitting devices would help you to complete the sale of your services.

[Sidenote:  Make Your Qualities Stand Out]

Perhaps you wish particularly to impress your qualities of alertness, energy, love of work, and physical stamina.  Then sit or stand easily erect when you call on your prospect.  If you should slump or loll in your chair, you would suggest that you lacked the very characteristics on which you are depending to get the job.

Make your best qualities stand out noticeably in your bearing.  Should you apply for a position of great trust, requiring the exercise of the finest discretion, be sure to look the other man frankly in the face and let him see into your eyes.  Also modulate your tones to the pitch of discretion and confidence.  Your manner, your expressions, your voice will all draw attention to your fitness for the chance you want.

[Sidenote:  Original Methods]