Be sure you know his strongest likes and dislikes.
Size him up on the spot, for the purpose of supplementing what you have
previously learned about him. Hit his attention with sense-appeals
related to his peculiarities. Then, in order to make sure of his
interest, present some idea that is of the kind _he_ especially likes.
He will open his mind and welcome your idea at once.
[Sidenote: The Man of Quick Decisions]
Suppose he has a reputation for brusqueness and quick decisions, and is
impatient about any waste of time. You probably would help your cause by
looking him straight in the eye and saying bluntly something like this:
"I want to work for you because you are my kind of a man. Ask me any
questions you want, now. You won't have to call me on the carpet for
information about my work after you hire me. Pay me two hundred dollars
a month, and I won't be back in this office to get a raise until you
send for me."
I know a young man who secured a good job from an "old crab" in just
that way, within three minutes after they first met.
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