However, the obligation
to render service is the principal element of right salesmanship, and
should come before the objective of a good price. _Prepare then
primarily to serve your prospect._ Demonstrate your true service
purpose, and he will give secondary consideration to the cost of
engaging your qualifications for his business.
[Sidenote: Pleasing Character]
You can serve best if you _please_ in rendering service. Therefore
prepare your _self_, your _knowledge_, and all your _methods_ so that
from the moment you make your first impression on a prospective
employer, you will please him. Do not prepare for the interview with the
purpose of pleasing yourself. What _you_ like may be distasteful to the
man you want to impress.
Since you cannot tell in advance when or where you may encounter a
prospective buyer of your services, you will not be safeguarding every
possible chance to succeed unless you wear your "company manners" all
the time. You always should dress carefully, act with painstaking
courtesy, and conduct yourself as if you might meet a rich relation at
any moment.
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