[Sidenote: Four Essentials of Good Approach]
It is evident from what has already been outlined that to make a
successful approach one needs particular qualifications. There are four
essentials: First, _mental alertness in perceiving_; Second, _good
memory for retaining the impressions received_; Third, _constructive
imagination_ in planning the approach; Fourth, _friendly courage_ in
securing an audience and in making the actual approach to the mind of
the other man.
All your senses must be _wide awake_ if you are to _perceive every point
of difference_ that can be used effectively to sell your particular
ideas in contrast with ordinary ideas.
It is necessary not only that you _see_ distinctions clearly, but that
you be able to _remember them instantly_, when you need to use them in
selling your ideas.
You cannot make any certainly successful plan to deal with a future
possible chance unless you _cultivate your power of imagination by
working out in advance every conceivable situation that may be
anticipated_.
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