"
The test will then be made by the sentry, "Advance, friend, and give the
countersign."
_The secret pass-word to Opportunity is, "Service."_
Prove you know the countersign, speak it with courage, and you will find
yourself no longer an object of suspicion, no longer regarded as a
possible enemy.
_You have nothing to fear if you plan to approach your prospect as a
true friend who has come with a carefully thought out, intelligent offer
of service that he lacks._
CHAPTER VII
_Knowledge of Other Men_
[Sidenote: Unlocking The Other Man's Heart And Mind]
We have seen how you can make certain of _gaining_ your introductory
chance. Now we are to consider the first step in the _most effective
use_ of this opportunity to begin building your own success.
Let us say that you have chosen a particular man as the sort of employer
with whom you want to work. Your prospecting has convinced you that in
his business you have found the right market for your present services
and a promising field for the future big success you are ambitious to
achieve.
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