killfully put on the favorable side of the scales of decision the
weight of _a suggestion of excellence_. He said temptingly, "It's the
very choicest part of the loin." At this point he also employed
_contrast_, to make the prospect's desire stronger still. "You couldn't
get a cut any tenderer than this, or with less bone."

Third, this skillful salesman prompted _the immediate committal of his
customer to a favorable decision_. He impelled her to this affirmative
action by suggesting, "Would you like to have a little extra suet
wrapped up with it?" He put a question that was _easy_ for the prospect
to answer with "Yes." Once she accepted the suet offered free, she
tacitly accepted the steak at the price stated. _It is skillful
salesmanship to make it easy for the buyer to say "Yes" or to imply the
favorable decision indirectly_. The butcher might have been answered
with "No" if he had asked, "Will you take this steak?" But he himself
nodded when he made the proposal that he wrap up the extra suet. The
woman was thus impelled to nod with him. The sale was closed,
artistically, in a few seconds.

When you plan how you will close a sale of true ideas of your best
capability, _work out in advance a similar weighing process, followed at
once by an indirect prompting of acceptance of the decision you
suggest_. Shape and re-shape your intended "close" in your mind until it
includes the three effects the butcher produced.

[Sidenote: Put a "Kick" Into the Close]

Put a "kick" into your stimulation of desire at the closing stage.
_Paint the points in your favor brightly and glowingly, though in true
colors. Conversely paint all objections to your employment
unattractively._

Suppose you are applying for a secretarial position. It would be good
"painting" to close something like this:

"I am going to learn to do things _your_ way. You would not want a man
in the position who was _experienced_; because he would do things some
one else's way, not yours. My inexperience really means I am adaptable
to your methods. I'd become exactly the sort of secretary _you_ want.
For instance, how do you prefer to have your mail brought to you--just
as it is opened, or with previous correspondence and notations
attached?"

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
proposa