and introduced his
purpose by saying to them, "Gentlemen, I have an idea in which I have so
much confidence that I will resign my $75,000 a year job to develop it.
I want to explain it to you and to have your co-operation in financing a
project I have worked out." His headline statement secured instant
interest, of course.

_There is something about yourself or your capabilities that you can put
into headlines._ In forcible, vivid language you can strike some senses
of your prospects. Think of headline statements about your services.
Write them out in advance. You may be certain they will produce the same
psychological effect as headlines in the newspapers.

[Sidenote: Sense Doors Always Open]

_Use the sense avenues_ to introduce agreeable suggestions into your
prospect's mind centers of attention and interest. Then you will be
employing the _unusual_ methods of a master salesman, who devises ways
of using every possible sense appeal.

_The sense doors are always open. They are held open by the subconscious
mind. If you understand your way through them there will be no doubt
about the effectiveness of your knock at the door of opportunity, or
about getting an invitation for your ideas to enter the mind of the
other man._

CHAPTER IX

_Getting Yourself Wanted_

[Sidenote: Show a Need For Your Services]

A great many salesmen mistakenly believe that if they can interest a
prospect thoroughly in their goods, he is almost sure to buy. When this
stage is reached, they think they only need to keep his interest growing
to close the sale. If, instead, it drags on interminably, they are
utterly at a loss regarding what _more_ they should do to secure the
order.

Do not fall into a similar error when selling true ideas of your best
capabilities. Not only is it necessary that you induce your prospective
employer's _interest_ in your personal qualifications, but you need to
make him realize there is a _present lack_ in his business which you can
fill to his satisfaction. _You must get yourself wanted._

You might make an excellent first impression on the man you have chosen
as your future chief. He might listen attentively to your presentation
of ideas, and question you so interestedly that you would expect him to
say at any moment, "All right. The job is yours." Then, instead of
engaging your services, he might remark, "I'll keep your name on file."
Or he might say, "I know a man who probably could use you.