Human nature works that way. Your prospect, being
unconscious that a particular idea of action is suggested to him, does
not have his will stimulated to prevent that action. If you come to your
prospective employer and _ask_ for the job you want, he will be on the
_defensive_. But if you _suggest_ to him that he wants you--that he
lacks and needs such services as you present--_he will be impelled to
the affirmative action of offering you the job_.
[Sidenote: Selling Henry Ford]
When I was originally engaged by Henry Ford, it was in the capacity of a
public accountant, for an audit of the business of the Ford Motor
Company, and later for the installation of an accounting system that
would tell accurately every month "where they were at." Back in
1904-1905 the Ford Motor Company was not showing any more profits than
many other motor car manufacturers organized on similar lines. After I
completed my work as an accountant, Mr. Ford talked with me about taking
a permanent position with the Company in the capacity of "Commercial
Manager.
Pages:
349
350
351
352
353
354
355
356
357
358
359
360
361
362
363
364
365
366
367
368
369
370
371
372
373