Be aware in advance of the differences in their
_buying motives_. They will not all have the same reasons for giving or
for refusing you a chance. _Hence be prepared to adapt your salesmanship
to the characteristics of the various kinds of men you are likely to
meet_. Though you never should pander to an unworthy motive, study
different types of character and _learn how to fit your ability to the
peculiar or distinctive traits of possible buyers_ of such services as
you have for sale. Perhaps an easy-going employer will appreciate your
"pep" as much as would a hustler, but he won't like it if you seem to
prod _him_ with your energy. On the other hand, the employer who is a
hustler himself might be keenly pleased should you keep him on the jump
to stay even with you.
[Sidenote: Success Insurance]
Be thorough in _preparing_ to sell your capabilities; so that your
success may be _insured_. You ride on a first-class railroad with
confidence, feeling that every precaution for your safety has been
taken.
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