with your faults. But as we postpone our study of that step
in the selling process; so should you postpone consideration of your
faults and shortcomings, until you get yourself wanted. Do not dodge
direct questions, but courteously request that you be permitted to
answer them a little later. _At this stage_ of selling the true idea of
your best capabilities _concentrate upon the moderate, truthful
suggestion of your qualifications_.

[Sidenote: Gaining Prospect's Confidence]

The first result to be desired in selling is the _confidence of the
buyer_. Use all your manly qualities to win this confidence
_deservedly_. Then when you honestly admit your faults and shortcomings,
you will be aided to win out in the end by the confidence you have
already inspired in the other man.

Very often the applicant for a position fails to get it because he
merely presents the _abstract_ idea that his services are for sale. _He
does not picture himself in actual service_. The presentation of
abstract ideas is an appeal only to the _interest_ or mind side of the
other man. The presentation to his imagination must go _beyond_ his
interest, if his _heart desire_ for the services is to be secured.
Therefore it is highly important to your success in getting yourself
wanted that you plan how you actually would serve on the job, and when
you are talking with your prospective employer, _speak as if you were at
work_.

[Sidenote: Picture Yourself At Work]

If you imagine yourself fitted into a particular job, and _show yourself
there to the mind's eye_ of your prospect, he will have to go through
the mental process of _getting you out_ of the imaginary job. That will
be much harder for him than it would have been to _keep you out_ in the
first place. If you merely present the services you _could_ render, and
don't picture yourself as _actually rendering_ them, you haven't won
even the imaginary job. _But if you do paint yourself into a chosen
place, and can make your prospect see you in that position, the
suggestion will impel him to copy imagination with actuality. He will
consider you as if you were on the job._ Evidently when you have won
this advantage, he will be inclined to want to keep you at work, unless
you do something or manifest some quality that makes you undesirable.

[Sidenote: No Doubt About Success]

_Getting yourself wanted is a process that can be brought to a
successful conclusion with absolute certainty._ It is not d