Men are doing business in your town. There is no
better way to gain a prospect to succeed with a house in your home
community than to demonstrate to the head of the concern that you
comprehend just what he is "up against" on the one hand, and on the
other what "edge" he has on businesses in the same line located
elsewhere. You could make no worse mistake, you could injure your own
prospects no more, than by showing ignorance of local conditions, or
inappreciation of the circumstances in which your prospect's business is
being conducted.
[Sidenote: Turn to Account What You Learn]
Not only should you know as many facts as possible regarding
opportunities in your chosen field; it is even more important that, by
the use of your _imagination_ you relate these facts to _practical ways
of turning them to account_ for your benefit. In order to derive the
maximum of benefit from your prospecting, you must make the _best use_
of every item of knowledge you gain. Sometimes the mere _possession_ of
particular knowledge will increase your chances to succeed.
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