The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it. In the first minute of your interview with that man Scott, you took a blind stab, and accidentally found what he wanted. Then you showed him how he could get it. You kept on talking more about it, and asking more questions about it, never letting him get away from the thing he wanted. If you will always remember this one rule, selling will be easy.