"
[Sidenote: Avoid Teaching]
When you present your capabilities for sale, don't suggest that you
think your prospect's business will go to the "demnition bow-wows" if
your services are not engaged. _Understate the lack and your fitness to
fill it_. You may be sure the employer will appreciate fully the value
of the new ideas you bring, and the worth of your services.
[Sidenote: Pope's Rule]
None of us really like "teachers." Nowadays the most successful
educational methods follow the rule laid down by Alexander Pope, "Men
must be taught as if you taught them not; and things unknown proposed as
things forgot." Do not suggest that you are a "know it all." Much less
make the impression that the other man does not know. Communicate to him
the idea that you believe he has overlooked the lack to which you call
his attention. With modest confidence present your capabilities. You
need not assert in words that you will fill the bill. Your prospect can
see that. In everything you suggest and say, show that you genuinely
like him and his business.
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