Plan how to
bring to the attention of a prospect your real service motive in coming
to him, and how at the same time you can indicate to him your
capabilities; then you will be as sure as was my ingenious acquaintance
that no office door will long remain closed to you. _You only need to
use the processes of the master salesman to gain any chance you want._
You will succeed almost always in your immediate object; and if you are
unsuccessful in your first or second sales attempt you will be
absolutely certain to get some other good opportunity very soon.
[Sidenote: Make a "Vacancy" For Yourself]
It is not necessary to wait until the employer for whom you have chosen
to work advertises a job. You should plan ways and means of gaining an
entrance into his business organization, regardless of any "vacancy" he
may have in mind. Plan exactly how you can serve him. Prospect for a
need that he may not realize himself. Afterward work out a particular
method of showing him clearly _what he lacks_, and that _you are the
man_ to fill the vacancy you yourself have discovered and revealed to
him.
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