The owners of the business understood very little about the subjects he discussed, but he used words and expressions that were familiar to them.  So his ideas, as he presented them, impressed the partners as like their own way of looking at things.  The better salesman, who knew how to interest his prospects, got the five-figure job; though he was a less capable office executive than the disappointed applicant.

[Sidenote:  Fitting Ideas To Prospect’s Mind]

Do not try to sell another man particular ideas because you like them.  You are not the buyer.  Sell him ideas that he likes.  Fit the ideas you bring him to the characteristics of his mind.

If you judge him to be a quick thinker, do not hesitate in indecision a moment longer than is necessary for you to make up your mind confidently.  On the other hand, should he be a deliberate thinker, be careful not to make an impression that you are rash or impulsive in your decisions.

[Sidenote:  Clothes and Interest]

If he is inclined to be finical about his dress, or over-particular regarding orderliness, he will be interested if your garb is punctiliously correct and if you suggest to him the habits of precision.  I read a little while ago the story of a young man who lost the chance to become the confidential assistant of a noted financier.  The young man missed his opportunity because he made the mistake of wearing a soft collar when he called for the final interview with the financier.

[Sidenote:  Avoid False Pretense of Interest]

Do not, of course, put on false pretenses, to make your prospect like you and your ideas.  Remember that you must live up to a first good impression.  So appear nothing, say nothing, do nothing that is untrue to your best self.  But without any dishonesty you can indicate that your way of thinking has points of similarity to the slant of the other man’s mind.  If he is a Republican, while you are a Democrat, and the subject of politics comes up, do not pretend to be an elephant worshiper.  Admit your party allegiance casually, and remark that you are not hide-bound in your political faith, but open-minded.  Maybe he will employ you with the hope of converting you to Republicanism.

[Sidenote:  Few Direct Opposites]

There are few ideas regarding which honest men are diametrically opposed on principle.  You can suggest to your prospective employer the idea that you are in accord with his way of thinking; though you may differ widely in many respects.  You need not emphasize the degree of your likeness in mind.  Certainly it would be very poor policy to stress your differences of opinion.

[Sidenote:  Like Breeds Like]

Any likeness of your suggestions to the ideas of the other man will impress him agreeably. He will be pleased to find the points of resemblance, and they will help to gloss over a possible prejudice in his mind against you.  The association of your similar ideas on a subject will suggest to him imaginative pictures of your association with him in his business.  “Like breeds like.”  He will place you mentally in a situation where the likable qualities he has found in you might be employed to his satisfaction.