e to
plan assures him a great advantage over the unprepared or incompletely
prepared other party to the sale.

[Sidenote: Dominate The Interview with Confidence]

If you would likewise "dominate" the man to whom you want to sell your
capabilities, prepare "plans of approach" to his interest before calling
on him; in order to make sure of presenting your qualifications most
strongly. He can oppose your salesmanship with but comparatively weak
resistance; because _he has had no such opportunity as you to get all
ready for this interview_. The skillful salesman is confident that he
can control the selling process he begins. When you seek a selected
chance for the success you desire, you should feel similar assurance of
ability to sell your services. You will possess this feeling if you
prepare your "plan of approach" as the master salesman gets ready for
his interview with a prospective buyer.

[Sidenote: The Two Entrances]

You have to make two distinct "entrances" in order to gain your desired
chance to succeed. You need to get _yourself_ into the _presence_ of the
employer you have selected. Then it is essential that you get the _true
idea_ of your capabilities and preparedness into his _mind_. Your
"approach" to his attention and interest, therefore, involves a _double_
process. It is important that you plan intelligently the most skillful
ways and means of making the _two_ entrances; through the _physical_ and
the _mental_ closed doors that now shut you out from the opportunities
you have prospected and desire to gain.

No master salesman would call on an important prospect before planning
in his own mind how to take the successive steps of the interview
expected. Nor would a master salesman neglect to think out in advance
several specific methods of getting past any physical barriers he might
encounter between the outer door of the general office and the inner
sanctum of the man he must meet face to face in order to close a sale.

[Sidenote: Ordinary Way Of Getting Job]

But when the _unskilled_ salesman of his own capabilities seeks a
situation, he usually neglects to make careful, detailed plans to reach
his prospect in the most effective way. He does not prepare to create
the particular impressions that would be most apt to assure him the
attention and interest of the employer upon whom he calls. Nearly always
when a man out of a job answers an advertisement or follows up a clue to
a possible opening for h