y_, and will help you dispose of the
objections _his mind_ has raised.

[Sidenote: Get Yourself Liked]

As a preliminary to getting yourself wanted, get yourself _liked_. Make
such an impression, do and say such things, as will draw out of the
heart of your prospect _a friendly feeling_ for you. You know of people
who have been boosted to notable successes because influential men took
personal interest in their advancement.

I recall an office boy who was always ready to perform little extra
services. He held his employer's overcoat one day, and the boss rather
absent-mindedly handed him a tip. The boy shook his head and declined
the dime.

"I didn't do that for a tip. You always treat me fine, and I just like
to show you I appreciate it."

The boy's _heart had spoken_, and the employer's _heart responded at
once with an especial liking_ for the lad. The seed of personal interest
having been planted in the heart of the president, his liking grew. The
boy was advanced to better and better positions. He made good on his
merits, but he was helped very much because his employer _wanted_ him to
succeed.

[Sidenote: The Common Heart of Man]

Reference has previously been made to the fundamental likeness of all
men at heart and to their differences in mind. Send out with your voice
an appeal to only the _minds_ of your audience--read a table of
statistics, for example--and it will affect all your hearers
_differently, depending on the mental characteristics of each
individual_. But tell a story of great courage, of self-sacrifice, of
love--_the same fundamental effect_ will be produced on all the _hearts_
in the audience; though, of course, the various individuals will respond
with _different degrees of emotional intensity_.

As has been said before, in order to look into the heart of another man
you need but see clearly into your own. There you will find all the
emotions of human nature, no matter how you may differ from other men in
mentality. Hence if you would prompt the heart of another man to want
your services, just _do the things he would need to do to win your
liking for him_. Imagine the cases reversed, and be guided in your
selling process by what you see.

[Sidenote: Popular Men]

To look at this step from another angle--_if you would be likable, you
must find other men likable_. If you like people only within a limited
range, you will similarly narrow your own likableness. If, however, you
genuinely