[Sidenote:  Getting Yourself Wanted Is Only One Step Ahead]

Do not jump to the conclusion that you are sure of the job you desire, just as soon as you get yourself wanted.  You are not yet at the end of the selling process.  The prospect has only been conducted successfully another step forward toward your goal. The moment after he realizes the lack in his business, he is apt to question most critically your qualifications for filling it.

[Sidenote:  Analysis Naturally Follows Desire]

As soon as a man begins to feel a real tug of desire for anything, he examines it with new, increased interest to make sure there isn’t something the matter with it. The suit of clothes that only induces his interest in a shop window is passed by after a look.  However, if he says to himself, “That’s the kind of suit I want,” he goes in and examines the workmanship and the cloth, in search of faults.  The salesman may need to overcome certain objections of his prospect before the order can be secured.

But we have not reached the objections stage of the uncompleted sale.  That is the subject of the next chapter.  Let us retrace our steps to study the essence of the art of getting yourself wanted.

[Sidenote:  Two-part Process of Getting Yourself Wanted]

There are two parts to the process.  First, you must show the prospect what he lacks; that in his business there is an unoccupied opportunity for such services as you believe you are capable of rendering to his benefit and satisfaction.  Second, you need to picture yourself filling the place and giving the service; to show him imaginatively your qualifications at work in his business.

[Sidenote:  Sincerity Of Service Purpose]

Of course it is primarily necessary that you believe in your own capability, and in the value to the other man of the qualities you have brought to him for sale.  Unless you have this feeling yourself, you will not be likely to draw out his reciprocating desire for your services.  You are not dealing now with his mind. Desire proceeds from the heart.  It is emotional, not mental.  The least suspicion of your insincerity would check your prospect’s feeling that he wants you as an employee.  You must feel that you have come with a purpose of genuine service, and you must draw out his similar feeling.

[Sidenote:  Desire Comes Out of the Heart]

When you knocked at the door of your prospect’s mind, and when you sought to induce his welcome for your ideas, your object was to get him to take your thoughts into his head.  The line of action is reversed at the desire stage of the selling process.  Until now you have been the moving party.  You have been getting yourself and your ideas into his consciousness.  But while attention and interest are receptive processes, the emotion of genuine desire starts with an outward moving impulse from the prospect.  It isn’t enough that he open his heart and let you enter, as he has admitted your ideas to his mind. If he really wants you, his feeling of desire will come out after you.