For instance, I got a commission to make a cost survey for a tobacco
company, largely because I was able to convince the president that I
knew a good deal about the tobacco business. I talked intelligently to
him regarding the processes of his industry.
[Sidenote: Reasons Behind Habits]
When you prospect an individual's personal qualities, traits, or
hobbies, do not stop after learning the facts. Study out the _reasons
behind_ habits and opinions. It may help you only a little to know that
your intended employer is a Republican or a Democrat; that he is
conservative or radical in his social opinions. But your chances of
success in dealing with him will be greatly increased if you know
exactly _why_ he belongs to one or the other political party, and the
_reason_ he is a "stand-patter" or a "progressive." Use knowledge of
why's and wherefore's with the skill of a salesman bent on securing an
order from a prospective buyer. But be sure you get the _fundamental
facts_, for often "appearances are deceiving.
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