You can also adapt
your salesmanship to _creating the best possible impression_ of your
capabilities and their fitness to his *especial needs*.
[Sidenote: The Gruff Reception]
Sometimes a man seeking to gain the big chance that he believes would
open the door to success fails to secure his opportunity because he is
disconcerted by a gruff reception that he misconstrues as personal to
him. He wrongly interprets _natural_ self-defense as a sign of habitual
crabbedness.
A big man often thinks he is "hunted" by people who want to make him the
prey of their own purposes. The employer you have chosen as the means of
reaching the goal of your ambition may feel suspicious of your object in
approaching him. He is likely to assume an attitude of extreme reserve,
or even of icy indifference. Possibly his manner will be curt and sharp.
Size up such a reception as just his way of protecting himself against
impositions. His treatment of you is merely a superficial manifestation
of the instinct for self-preservation.
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