If he is
skillful, the selling process from then on should be comparatively easy
sledding. You realize that if you can get yourself wanted by an
employer, the matter of landing a job in his business should not be
hard. We therefore are considering now _the turning point in the process
of selling the true idea of your best capabilities in the right field_.
After you get yourself wanted, the odds are no longer against you, but
grow increasingly in your favor. If, having succeeded in getting
yourself wanted, you then fail in your ultimate purpose, you should
blame no one but yourself.
[Sidenote: The Use of Tactful Suggestion]
A very skillful use of _tact and diplomacy_ is necessary to success in
pointing out to a prospect something that he lacks, and your capability
for filling that lack. A man is apt to resent your "picking flaws" in
his business. He is likely to regard you as an egotist if you _assert_
that he needs you. You will not get yourself wanted if you make the
impression that you are a critical fault-finder with "the big-head.
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