It isn't enough that he open his heart and
let you enter, as he has admitted your ideas to his mind. _If he really
wants you, his feeling of desire will come out after you_.
[Sidenote: Service Value is Appreciated]
You have revealed to your prospect a lack in his business, and have
pictured yourself filling it to his satisfaction. You have done him a
double service. It is human nature to _appreciate_ such a genuine
service, and to _want more_ like it. The first service is accepted with
appreciation, but when the square man wants more _he makes a move to get
it, and expects to pay for it_. As soon as you have shown the lack and
your ability to fill it, and have pictured yourself "on the job," it
will be natural for your prospect to want you there in fact.
The colored porter who washed the windows and scrubbed floors in the
general offices of a manufacturing corporation was ambitious to rise in
the social scale and to earn a larger salary. One evening he went to
the private office of the president, and presented for sale an idea of
his capability for a different job.
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