Then
bear down hard on your eagerness to learn his ways and to work for him.
Thus you can make him perceive the two sides of the scale _as you view
them_.
[Sidenote: Tipping the Balances Your Way]
It is possible for you so to tip the balances in your favor, though
previously the mind's eye of your prospective employer may have been
seeing the greater weight on the unfavorable side. _It is legitimate
salesmanship to influence the decision of the other man in this way._
Your weighing is entirely honest; though you sharply reverse the
balances. Certainly you have the right to estimate the full worth of
your services, to depreciate the significance of points against you, and
to picture your desirability to the prospect as you see it, however that
view may differ from his previous conception. _If your picture of the
respective weights is attractive and convincing, the other man will
adopt it as his own and discard his former opinions about you._ Not only
will he accept the idea of your capabilities that you make him perceive;
he also will see that your deficiencies are much less important than he
had before considered them.
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