ciated]

You have revealed to your prospect a lack in his business, and have
pictured yourself filling it to his satisfaction. You have done him a
double service. It is human nature to _appreciate_ such a genuine
service, and to _want more_ like it. The first service is accepted with
appreciation, but when the square man wants more _he makes a move to get
it, and expects to pay for it_. As soon as you have shown the lack and
your ability to fill it, and have pictured yourself "on the job," it
will be natural for your prospect to want you there in fact.

The colored porter who washed the windows and scrubbed floors in the
general offices of a manufacturing corporation was ambitious to rise in
the social scale and to earn a larger salary. One evening he went to
the private office of the president, and presented for sale an idea of
his capability for a different job.

[Sidenote: Official Welcomer Wanted]

"Boss," he began, "You-all ain't got nobody dere to de front doah to
make folks feel welcome-like when dey comes in heah. Down in Virginny my
ol' gran-pap useter weah a dress suit ever' day an' jist Stan' in de
front hall of his ol' massa's house, a-waitin' to bow an' smile to
comp'ny whad'd come in. If you'll jist rent me one o' dem dar suits,
Boss, I could stan' out in the front office an' make folks feel we wuz
glad to see 'um, lak' mah gran'pap did. When ennybody comes heah now,
dey ain't nobody pays much 'tention to 'um. You'd orter git somebody on
dat job, Boss; an' I reckon I'm jist 'bout cut out foh it, suh."

The colored man compelled attention by presenting himself at the door of
the sanctum. He induced interest in his proposal. Then, in addition, _he
pointed out a lack and that he could fill it_. Immediately the president
_visioned_ the old darkey as an official welcomer, and _wanted_ him. _He
reached right out for the service offered_. The sale was closed at once,
and the colored man shone in his new glories within a week.

[Sidenote: Conflict of Heart and Mind]

Often a man desires with his heart things that his mind does not
approve. Therefore when you work to get yourself wanted, _appeal to the
heart of your prospect, rather than to his mind_. Then if _his_ mind
raises objections to his desire for your services, _your_ mind at a
later stage of the selling process will overcome or get around his
mental opposition. When the time for that step arrives, _his heart_ will
already have been won as _your all