Knowledge
of _all_ men supplies merely the shaft and general shape of the key
blank, which must then be notched and filed to fit the characteristics
of the individual whose mind and heart you wish to open for the
admission of your ideas and feelings. Unless you can get into that _one_
mind and that _one_ heart with your service purpose, you will be shut
out from the opportunity you want. It is important that you know the
traits of men in general, of course. Such knowledge, however, should be
supplemented by a _specific_ and true conception of the particular man
through whom you hope to reach your chance to succeed.
Do not confuse in your present thoughts the process of _prospecting_ the
characteristics of a man _before_ meeting him, with the later process of
_sizing him up at the time of the interview_. It is highly important to
accumulate in advance as much knowledge as possible of your prospect's
individual traits. But what you learned about your chosen future
employer before you gained the chance to present your ideas to him in
his office should be used _merely as a guide_ in sizing him up on the
spot.
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