ty.

[Sidenote: The Process And Effects]

That is the way to make a good impression. Such an impression of an
extraordinary personality first affords pleasure, then excites a degree
of admiration, and next arouses a certain amount of curiosity that is
nearly akin to interest. If you please your prospect in your initial
impression on him, he will like you and begin to feel _personal concern_
about your application.

[Sidenote: Analyze, Discriminate, Restrict]

In order to qualify yourself for taking this step of the selling process
effectively hereafter, analyze the impressions you make now.
Discriminatively select the good and bad details. Then restrict your
future practice in perfecting the art of inducing interest, to the
development and use of your pleasing qualities only.

[Sidenote: The Interesting Opening]

Most men begin an interview with a prospective employer indefinitely or
in merely general terms. Naturally they confront a wall of non-interest.
You have come, remember, on a mission of service. Please at once by
presenting the idea that you know a particular service which is lacking
and which you can supply. Break the ice of strangeness between you and
your prospect by an appeal first to his human side through a smile of
_genuine friendliness_ and by looking straight into his eyes so that he
can see into your heart.

Then in a business-like way get right down to business without
hesitation. Show enthusiasm, which is contagious if not overdone. Base
your enthusiasm on real optimism. Indicate temperamental youthfulness in
vigor and courage. Say something original--something strong, maybe a
little startling; but it must be self-evidently true. By all means avoid
anything that suggests parrot talk or indefinite thought. Do not expect
the other man to listen with interest to a statement proceeding from
premise to conclusion.

[Sidenote: Headlines]

_Use headlines prominently and often_ to summarize the body of your
proposal. Headlines attract your attention and induce your interest in
particular newspaper items. Employ headline statements for the same
purpose in selling the idea of your capabilities; just as surely you
will get attention and interest.

A noted sales manager who had been earning a large salary made up his
mind that satisfying success for him was to be gained only through a
business in which he would be partly an owner instead of just an
employee. He called together a group of financiers