tugboats

If
you don't, if you instead start with super bouncy music being played to
a super depressed person, then the mood of the music and the mood of
the person will be so far apart they will clash and you will not
achieve the desired result.

In
other words, if you want to warm up a room full of people, you achieve
better results by gradually turning up the rheostat then you will by
setting the room on fire.

Let's
talk about tugboats. Hark unto me. When a tugboat goes out to rescue an
ocean liner, the main thing the tugboat captain has got to do is get
the two vessels connected with a huge steel cable perhaps half a foot
thick. But how? How do you get half a ton of steel cable from one boat
to another in the middle of a raging sea?

The
answer is simple. What you do first is, you take a thing sort of
like a high-powered harpoon gun and you shoot a skinny, lightweight
nylon or silk rope across the bow of the ocean liner. Then the guys
on the ocean liner start hauling in the skinny rope which is attached
(maybe 40 yards later) to a thicker rope which, in turn, is attached
to an even thicker rope which is attached to a skinny steel cable
which is attached to a thicker cable and eventually those ships are
both connected to...

THE
BIG FAT CABLE

THAT SAVES THE DAY!

I'm
sure by now, my point is obvious. What I'm saying is you'll generally
do better if you try to "reel in" your prospects than you will
be shouting at them like some demented banshee. I've said it before and
I'll say it again...

YELLING
IS NOT SELLING!

Now,
let's try and apply what we've learned here. Many years ago when I was
selling the Americana Encyclopedia door-to-door, I was told to dress in
a suit and tie, walk right up to my prospect's door with my briefcase
in hand, knock loudly, grin like hell and paw the ground with my feet
like a bull about to charge a red cape.