. If you can prove
that, you will be certain to gain your chance through good salesmanship
of the true idea of your qualifications.

[Sidenote: Plan Approach To Fit the Particular Man]

When planning his approach, the master salesman combines his earlier
work of preparation and his prospecting. He re-organizes in his mind all
the information he previously has gained for his own benefit. Now he
reviews his knowledge _from the standpoint of the prospect_. He plans to
use what he has learned in the ways that seem to him most likely to fit
the mentality, impulses, feelings, conditions, and real needs of the man
he wants to influence to accept his proposition.

Having thus planned to _fit his knowledge to an individual prospect_,
the skillful salesman arranges constructively in his own mind
_particular, definite points of contact_ with the mind of this one other
man. He plans restrictively. That is, he works out only the approach
ideas that are likely to fit the characteristics of the certain man on
whom he intends to call. He also discards ways and means that are not
_especially adapted_ to this prospect.

[Sidenote: Different Effects on Different People]

Of course the master salesman purposes to make the best possible
impression always; but he recognizes that words, tones, and actions
which would create a favorable impression on one prospect might make an
opposite impression on another. For instance, a jolly manner and
expression help in gaining an entrance to the friendly consideration of
a good-natured man, but would be likely to affect a cynical dyspeptic
disagreeably.

The intelligence and skill used by the master professional salesman of
goods in planning ways and means to gain his sales chances, can be used
in the same way just as effectively by _you_ when planning _your_
approach to the presence and mind of any one related to your
opportunities for success. Before you apply for the job you want, or
before you present your qualifications for promotion or an increased
salary, _make in advance a discriminative selection of ideas that will
be likely to prove most effective in accomplishing your purpose_ with
your employer prospect. Then, when you interview him, _restrict_ your
presentation of your case to these discriminatively selected strong
points of your particular capability.

[Sidenote: Contrast Selfish and Service Purposes]

You should suggest contrasts between yourself and ordinary job seekers
or empl