Do not fall into a similar error when selling true ideas of your best
capabilities. Not only is it necessary that you induce your prospective
employer's _interest_ in your personal qualifications, but you need to
make him realize there is a _present lack_ in his business which you can
fill to his satisfaction. _You must get yourself wanted._
You might make an excellent first impression on the man you have chosen
as your future chief. He might listen attentively to your presentation
of ideas, and question you so interestedly that you would expect him to
say at any moment, "All right. The job is yours." Then, instead of
engaging your services, he might remark, "I'll keep your name on file."
Or he might say, "I know a man who probably could use you. I'll give
you a note to him." You would win a cordial farewell handshake from your
prospect, but not an acceptance of your proposal to work with him. You
would leave without the job. _Your failure would be due to your
inability to get yourself sufficiently wanted_.
Pages:
327
328
329
330
331
332
333
334
335
336
337
338
339
340
341
342
343
344
345
346
347
348
349
350
351