How to Get the Job You Want

This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1922 Excerpt: ...prospect's attention will do. What you are trying to do is to startle your prospect, surprise him, wake him up, make him move faster. If you are talking about a job which is worth $6000 a year, ask your prospect what you would have to do to earn $10,000. The Trick Of Closing A Sale Many sales have been lost because the salesman did not know how to close. When your prospect has asked all the questions he wants to ask and has made up his mind what he wants to do--you still have quite a problem to get him to say the final word. But it is no problem at all if you will use this trick--get his decision On A Minor Point which, when decided, carries with it the decision to hire you. As an example, when you feel that he is ready to close, say to him, Would it be agreeable to you if I start work the first of next month? If he says that it would, you have closed the sale without asking him for the job. It is easy for a prospect to decide whether or not it would be satisfactory to him to have you start on the first of the month or Tuesday morning or this afternoon. It is hard for him to decide whether or not you are the man he wants. Always get your decision on some minor point which carries with it the decision to hire you. As soon as you have your decision, get out. Don't hurry, but get out. If you can think of anything to say or do which will make your prospect feel glad that he has hired you, say it or do it. But don't prolong the interview after it is closed. If you stay too long, your prospect may change his mind. Value Of Sincerity And Simplicity Many years ago a man was put in prison in Arizona. Before he went to prison he had never taken much interest in business. According to his own statements he had been a sort of a floater. But in prison he dev...