When you want to get aboard a street car which is already in motion, you don’t run at it from right angles and try to make the platform in one wild leap. If you do, you are likely to find yourself on the floor. No. You run along beside the car, increasing your pace until you are moving just as rapidly as it is moving and in the same direction. Then you step aboard easily, without danger or jolt. The minds of busy men are in motion. They are engaged with something very different from the thought you have to present. You can’t jump directly at them and expect to make an effective landing. You must put yourself in the other man’s place; try to imagine what he is thinking; let your first remark be in line with his thoughts; follow it by another with which you know he will easily agree. Thus, gradually, your two minds reach a point where they can join without conflict. You encourage him to say ‘yes’ and ‘yes’ and ‘that’s right’ and ‘I’ve noticed that myself,’ until he says the final ‘yes’ which is your favorable decision.
- Bruce Barton
Spot on.
No comments:
Post a Comment