Such an alternative question, answered either way, leads the prospect through the stage of favorable decision and implies his committal to acceptance of the services offered.  It can be followed by the direct proposal, “All, right, I’ll bring your mail that way.” Such a close is practically sure to succeed.

[Sidenote:  Using the Negative Positively]

A man who was not at all prepossessing applied to me one day for a job.  He conducted the sale of himself very skillfully, but I meant to put him off.  It was our dull season, and his looks didn’t make a hit with me anyway.  However, he realized there was a good deal on the negative side of the scale, and he weighed his disqualifications honestly; though he depreciated the importance of his unprepossessing appearance.  Then, in contrast to the negative side, he showed me very weighty and attractive reasons for employing him.  He started by grinning good-humoredly.

“I’m not a prize beauty,” he remarked.  “But the other day I was reading about Abraham Lincoln, and the book made me feel encouraged about myself.  I don’t believe I’m any homelier or any more awkward than he was.  I don’t expect to be a parlor salesman, anyhow, or to rely on my good looks to get orders.  I plan to succeed by work.  I’m going to be on the job early and late and every minute between.  I’ll believe in what I’m selling—­down to the very bottom of my heart.  I’ll make anybody see I’m in dead earnest.  I look honest, and I am.  I’ll be square with customers and with you.  I guess that out in the field a reputation for always being willing to help, and for telling the truth straight, will count more than anything else.  I know I’m inexperienced, but that’s a fault I can cure mighty soon.”  He grinned again.  “I’ll start right away to get the greenness off, if you’ll tell me where to hang up my hat.”

His good nature warmed me into smiling with him.  I could not help feeling inclined to try this man.  I decided to give him his chance at once.  He started my impulse to accept his services, and I pronounced the decision in his favor that he prompted.  Of course he made good.  That was a foregone conclusion.  He had mastered the selling process, and was an especially fine closer.  He succeeded in getting more than his quota of orders the first year.  Selling never seemed to be hard work for him.

[Sidenote:  Two Ways To Prompt Pronouncement]

The pronouncement of the prospect’s decision can be prompted, his favorable action can be brought about, in two ways.  First, as we have seen, the salesman can suggest, directly or indirectly, the action he wants the other man to take.  Second, the salesman himself can do something that the prospect will be impelled to imitate.

[Sidenote:  Impelling Imitation Of Action]

For example, when you apply for a position, and have completed the process of weighing the points in your favor in contrast with the less weighty reasons for not employing you, lean forward slightly in an attitude of easy expectancy. The prospect’s mind will be inclined to imitate your physical act.  He will lean toward acceptance of your services.  Your act will tend to bring you together.  Your magnetism will draw his.