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quick "patter"; nor, under such conditions, is a salesman of heavy calibre required; the salesman selling an expensive article (or service) cannot be a "lightweight" and requires an extensive interview to make his sale.
The psychical parallels the physical. Small operations require relatively small preparations; large operations require relatively large preparations. It requires a great deal of time and a great deal of expenditure to prepare the ways on which a battle-ship is to be built.
As the salesman for an expensive article or service (pianos, life insurance, investments, etc. are cited in illustration) knows he must get the time necessary to make his sale, so the writer-salesman knows he must get the space; both realize it is a matter of words. The salesman, given time, can utter those words - the writer-salesman, given space, can write them.
Deprive the salesman of time and you cripple him. Deprive the writer-salesman of space and you cripple him.
Understand, you don't kill your salesman's effort
[5]
THE BOOKLET
when you
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