But there are methods of inducing interest that are just as sure to succeed as are the sense-hitting methods by which attention may be compelled.  This double step in the process of selling the true idea of your best capabilities in the right market can be taken with absolute certainty of success if you know and practice the principles in accordance with which the master salesman sells his ideas of goods to prospects.  We are to study these principles now, as applied to the sale of your qualifications for success in the field you have selected.

[Sidenote:  Exclusive Agreeable Attention]

When you enter the office of your prospect—­your chosen future employer, for example—­he will be giving his attention to something.  No one, while he is awake, can be wholly non-attentive.  Your function, at this stage of the selling process, is to compel him to stop paying attention to something or somebody else, and to give you and your ideas his exclusive attention.

[Sidenote:  Avoid Making Unfavorable Impressions]

Of course good salesmanship makes it advisable also to avoid creating a disagreeable impression while forcing yourself and your ideas upon the attention of your prospect.  The conscious mind governs a man’s likes and dislikes.  So if you knock compellingly at the door of that mind to gain attention, you may arouse very unfavorable attention.  For illustration, a boisterous greeting of your prospect, or a very noisy entrance into his office, would doubtless compel his attention by the direct hammering on his senses.  But the attraction of his attention to you would affect the operations of both his conscious and sub-conscious minds, and his conscious mind would be disagreeably impressed.  His compelled attention, therefore, might result in your being thrown out.

[Sidenote:  Gaining Both Attention And Interest]

However, you can knock at the sense doors of the sub-conscious mind with such unobjectionable sense-hitting methods that while agreeable attention will be compelled thereby, you can also be sure that a favorable impression on the conscious mind of the prospect will be induced.  For illustration, if your prospect is evidently busy at his desk when you are admitted to his office, you might compel his attention by entering very quietly and by standing in silence without interrupting him until he has had an opportunity to finish what he is doing.  His sound sense would be struck, paradoxically, by your exceptional quietness.  His sense of equilibrium would also be affected by your perfect poise while waiting.  Your whole attitude would impress him so favorably that his especial interest in you would be induced.  His greeting would be pleasant.

Suppose your prospect looks up from his work when you enter his presence, and you approach close to his desk; if you are immaculate in dress and body, you will appeal agreeably to his olfactory sense.  The law of the association of ideas will then begin to work in your favor.  Your prospect will get subconsciously a conscious impression of your clean character.