But almost
invariably you can multiply the value of what you learn if you _prospect
in your own mind for ideas_ about putting the facts to the most
profitable use.
Do not forget that the primary object of true salesmanship is service to
the other fellow. Therefore _prospect your own thoughts with the purpose
of making what you know especially valuable to some one else_, your
intended employer for instance. In every step of the selling process you
should think first of how you can serve your prospect with something
that he lacks and needs.
[Sidenote: Prospect Needs]
Surprisingly few young men who go into business prospect their fields of
opportunity to learn what is most wanted there. The great majority take
up special professions or enter selected industries just because _they_
wish to do chosen things. The master salesman, however, _adapts himself
to the circumstances and requirements of his customers_, even at the
sacrifice of his personal inclinations. He could not succeed if he sold
only what he wanted to sell, or if he confined his salesmanship efforts
to a limited number of buyers because he liked them and disliked others.
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