[Sidenote: Three Impressions Necessary]
Of course the mind of your prospective employer acts in co-ordination
with his heart when you attract him so much that he really wants the
service you proffer. He imagines you rendering that service. He thinks
what "might be" if you were associated with his business. He paints
mental pictures that please him, and he wishes his vision to come true.
But when he begins to imagine you rendering service, the picture of your
agreeable personality will not be pleasant to him if he sees that he
doesn't really need you. _In order to get yourself wanted it is
necessary that you show him the lack, and that you can fill it, and that
you would be likable when filling it_. If you make these three
impressions on the mind and heart of your prospect, your success in your
purpose will be assured. You will not fail to get yourself wanted.
[Sidenote: Desire is Turning Point Of the Sale]
In salesmanship "desire is the determinant of the sale." By this is
meant that _when the salesman sufficiently stimulates a real desire in
his prospect, he has climbed the highest grade of difficulty_.
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