Tact and diplomacy should be used in getting your man to a point where he will make a definite decision. All of us like to put things off, and a salesman is doing the prospect a favor if he can politely suggest appointments in which to talk the matter over more thoroughly. Be sure that your prospect has gone into the matter thoroughly.
Use your interview to uncover the reasons why he hasn’t bought; show him the answer to these reasons and you will find your sale nearer completion. The market is often found in the most obscure places. Only by working your field closely, care fully and patiently can you get the full amount of business from it. Systematic covering of your field along a definitely laid down plan will help you make your field more productive than you imagine it is. — J. W. Hogue