Is This a Valuable Technique to Use in Business?

Henry G. Duvernois had been trying to sell bread to a certain New York hotel for four years. After studying human relations, he resolved to change his tactics. He decided to find out what interested this man, what caught his enthusiasm. The Hotel Greeters of America was not only his hobby, it was the passion of his life. If I hadn't found out what he was interested in and got him warmed up first, I wouldn't have found him one tenth as easy to approach.