your prospect is always given to
_something_. If another object of attention is more compelling than
_your_ means of forcing his notice, your attempt will fail. Therefore be
sure that your attention-getting device has at least one of three points
of superiority.

(1) It can be _stronger_ than the other appeal to the same sense. If
your prospect's attention to what you are saying wanders because a
phonograph starts to play in the next room, you can recall it to your
presentation by slapping your hands together to emphasize a point, or
you can change your tone suddenly. His sense of hearing will be struck
compellingly by your device.

(2) Your appeal for attention can be made to _more_ senses than are
being reached by the distraction. The phonograph music hits only the
ears of your prospect. Besides slapping your hands together or changing
your tone, you can supplement such appeals to his tone sense by an
appeal to his sense of sight. You can make a gesture, or display a
letter for him to read just at that moment.

(3) Your appeal can hit the senses of your prospect more _insistently_
than the other. If the phonograph music proves very attractive to him,
you will need to _keep hammering_ at him with forceful changes of voice,
with gestures, by touching him, or by doing something else to make his
attention to the music "let go."

[Sidenote: Summary]

To summarize the most effective method of gaining attention--_hit each
sense to which you appeal as strongly as you can, without making a
disagreeable impression, strike as many senses as possible, and keep on
using your sense-hitting device as long as necessary to get or to
recover exclusive favorable attention_.

Many a man has gained success because he first gained attention. He
stood out from the crowd, or was able to make his qualities noticeable.
When one is fully qualified for success, he may need only to attract
attention to his capabilities; then he is likely to be given the chance
he wants.

[Sidenote: "I'm Not Interested"]

Often, however, the salesman is discomfited after he gains attention.
The prospect halts the selling process by declaring, "I'm not
interested." Suppose you are able to compel your prospective employer to
notice you favorably, but he balks there and shows no inclination to
buy your services. He has listened attentively to all you have said. He
has concentrated his mind upon you, and has not wandered in thought to
other subjects. Yet y