d the world's coldness is by _warming_
everybody you meet with your own cordiality. Be _courteous_. Especially
cultivate the art of talking _with_ people instead of _at_ them. Use
_tact_ and _judgment_ in dealing with your prospects.

Thousands of men are shut away from the open minds and hearts of others
by doors of concealment and reserve. You need to open such doors. You
can do it only by frankness on your own part, which will induce people
to feel like telling you their secrets. Frank expression of your
opinion, provided it has a sound foundation, will often draw out the
hidden opinions of others and reveal to you prospects that you might
never discover unaided. Do not, however, be dogmatic or arbitrary in
saying what you think. Speak your beliefs casually. Then you will not
discourage those honest differences of opinion that enlighten one's own
ideas.

Rid your face of sharpness if you would be a good prospector for your
best chances to succeed. Avoid "the cutting edge" in your voice and
manner when you make inquiries about opportunities you seek. You are
likely to be most effective in prospecting if you _cultivate an easy
attitude of friendliness_. The master salesman does not set his jaw when
prospecting. He uses curved, instead of straight line gestures to
supplement his words. He suggests a "ball-bearing" disposition, not
"corners."

[Sidenote: Sympathetic Attitude]

Be a good mixer when looking for your prospects. Learn the art of
_companionship_. The first essential is fellow feeling. Therefore do not
go about with a chip on your shoulder, but with your face a-smile and
your palms open to offer and to receive hand-clasps. Sympathize with the
ambitions of other men, with their hopes and dreams. Remember that each
part of every work of man, however substantial and enduring it now may
be, was once no more than a figment of the imagination of some one's
mind. So do not be altogether "practical" when prospecting. It is a
mistake to neglect to prospect visions.

[Sidenote: Have a Leader]

When the master salesman prospects, he uses very effectively a "leader"
idea. You know how aggressive stores advertise leaders that draw trade
in other things. Your prospecting of your various capabilities should
enable you to decide which of your qualifications will make the most
effective leader in the case of a certain employer. Do not expect him to
perceive _all_ your merits immediately. Concentrate his attention and
i