Manifest sincere admiration. _Make him feel
that you have come to his office because you especially want to work
there. That will make him want you in his service_. Use suggestion to
increase his desire for you.
[Sidenote: Reduce Resistance By Suggestion]
_Direct_ presentation of ideas indicates an intention to inform, to
teach, to direct the mind of the other man. Every human individual,
whether a child or a centenarian, _re-acts in opposition_ to such an
effort at instruction. There is something in all of us alike which makes
us wish to think and decide for ourselves. Hence the value of the art of
suggestion in getting yourself wanted.
Ideas you _suggest_ enter the mind of the other man so unobtrusively
that _he does not realize you originated them_. He has no feeling that
you intend to influence his mind. Consequently he makes no resistance to
the suggested ideas. _It never pays to reason when selling an idea;
because reasoning invariably brings out a reaction of opposition_. You
will not create a desire for your services by presenting them
_logically_, or by making an _argument_ regarding your capabilities.
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