Therefore you wish to sell him a true idea of your best
capabilities. We will assume that you have passed the threshold of his
private office, but your object in calling upon him has not yet entered
_his thoughts and feelings_.
Before you state the ideas and service intention you have brought, make
certain of the best possible reception from him. You need to take every
practicable precaution against being rebuffed. You want to assure
yourself of a welcome. Having gained this chance to start the sale of
your capabilities, it is of vital importance not to take the next step
in the selling process _blindly_, lest you stumble. Hence you should
_size up_ the other man before you announce your purpose in calling.
What you may learn from reading his character correctly will help you to
gain admittance into his mind for your ideas. It should assure a welcome
from his heart for your sincere desire to serve him.
[Sidenote: Skeleton Key Unavailing]
Golden opportunities to succeed in a particular business cannot be
unlocked with a skeleton key of knowledge about human nature.
Pages:
245
246
247
248
249
250
251
252
253
254
255
256
257
258
259
260
261
262
263
264
265
266
267
268
269