, and as you _might be_--unless you make a
detailed chart of your "goods of sale." One of the most important
immediate effects of such a self-analysis will be increased
self-respect. Your handicaps will shrink, and the peculiar advantages
you have will grow before your eyes. You should feel new confidence in
your own ability.

[Sidenote: Man-Equality]

With this confidence will come a feeling that you are not the inferior
of another man who has achieved a larger measure of success than you
have gained. When you start the sale of true ideas of your best self to
an employer-buyer of such services as you are capable of rendering, you
will have an innate consciousness of your man-equality with him. You
should realize that this sale of yourself, like all other true sales, is
to be a transaction of reciprocal benefits, and should be conducted on
the basis of mutual respect.

It is your right to take pains that the prospective buyer of your
services shall sell himself to you as the boss you want to work with.
Expect him to sell himself to you as a desirable employer just as
thoroughly and satisfyingly as you intend to sell yourself to him as a
worthy applicant for an opportunity in his business. When you have
definite, sure knowledge of your capability and service value, you
certainly should not be willing to take "any old job."

There is no better way to make the impression of _your desirability_ as
an employee than to demonstrate that you are _choosing_ your employment
intelligently. In explaining your choice, give specific reasons for your
selection of this particular opening. Show that you comprehend _what is
to be done_. Give some indication of your ability to do it _efficiently_
and _satisfactorily_. Suggest the _worth_ of your services when you
shall have proved your fitness.

[Sidenote: Require Employer to Sell You the Job]

The ordinary man who applies for a job in the ordinary way is accepted
or turned down wholly at the discretion of the employer. If you use the
selling process skillfully, you will suggest that _you_ are out of the
ordinary class. Of course, you should demonstrate in your salesmanship
that you are not over-rating your ability. The other man must be made to
feel you have sound reasons for your bearing of equality and
self-confidence when you seek to make sure that in his business you will
have your best chance to succeed. By showing him that you are taking
intelligent precautions against makin