I'll give
you a note to him." You would win a cordial farewell handshake from your
prospect, but not an acceptance of your proposal to work with him. You
would leave without the job. _Your failure would be due to your
inability to get yourself sufficiently wanted_.

[Sidenote: See Yourself Through Your Prospect's Eyes]

Now imagine yourself in the place of this employer. See your application
through his eyes. Unless you can look at yourself from the prospect's
viewpoint, you may not comprehend your deficiency in salesmanship.

The employer upon whom you called said to himself while you were trying
to sell your services, "Here is a very attractive man. He presents an
interesting proposition. But I have no real need for such an employee;
therefore it would be poor business for me to engage him, much as I
should like to do so. I am sorry that at present I have no place for him
in my organization. He's a man I'd like to keep track of, so I'll file
his name and address for possible future reference. Meanwhile I'll give
him a note to my friend Smith. I hate to turn him down cold; he's such a
fine man."

Evidently the employer did not feel a _lack_ in his own business. You
failed to make him realize any _need_ for your services.

[Sidenote: Proving A Need]

Contrast with this illustration the case of an efficiency engineer who
secured his chance to overhaul a factory by demonstrating to a
manufacturer that he needed a new order-checking system. The engineer
"beat" the old system and brought to the manufacturer's office a lot of
goods he had secured that could not be checked. His salesmanship
compelled attention, induced thorough interest, and proved there was a
hole that should be filled. When the lack was shown convincingly, the
manufacturer wanted it satisfied. The sale of the engineer's services
was quickly closed.

[Sidenote: Getting Yourself Wanted Is Only One Step Ahead]

Do not jump to the conclusion that you are sure of the job you desire,
just as soon as you get yourself wanted. You are not yet at the end of
the selling process. The prospect has only been conducted successfully
another step forward toward your goal. _The moment after he realizes the
lack in his business, he is apt to question most critically your
qualifications for filling it._

[Sidenote: Analysis Naturally Follows Desire]

_As soon as a man begins to feel a real tug of desire for anything, he
examines it with new, increased interest to m