[Sidenote: Speak the Prospect's Language]
If your prospecting and sizing up of an employer indicate that he is
very painstaking, suggest to him how particular you have been to prepare
yourself in knowledge of his needs. If he is a man who weighs ideas
carefully, suggest to him your qualities of judgment and decision.
Perhaps he is characterized by a marked constructive imagination.
Suggest that you, too, have imaginative power. Bring out conspicuously
the particular elements of your qualifications that are most likely to
_suggest ideas akin to his own_. Speak those phrases of the language of
suggestion which he best understands, and that are most likely to
impress him with _the idea that you and he think alike_.
[Sidenote: Deceptive Suggestions]
A caution is necessary here. In any suggestion that you make, _convey
neither more nor less than the actual truth_ regarding your
capabilities. _Avoid any possibility of deception_.
I recall the case of a young man who quite won the heart of a dignified
bank president whose tastes were very quiet.
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