[Sidenote:  Selling Out To Competitor]

Sometimes it happens that a man can present his capabilities for sale and appear especially desirable to another man because he possesses certain knowledge the employer would like to have.  Maybe you have sought to gain your chance by carrying to a competitor of your former employer the latter’s secrets.  If you come with the suggestion that you will sell out, you are offering a service that does not command full respect, and you are appealing only to the lower motives of your prospect.  You do not thereby get yourself wanted.  He wants what you know.  What you have learned fairly by working for one man, you have a right to sell fairly to another man, of course.  But do not suggest that this special knowledge is the principal element of your desirability.  Suggest, rather, that it is only incidental to your all-around fitness for the job you want.

[Sidenote:  Self-Respect]

Use what you know without pandering to the lower motives of your new employer.  Impel him to like you for what you are, and not merely for what you bring.  Open his eyes to your better nature, not to the worst side of you. He will see in you the better qualities of himself and appreciate them.  Have your own motives right; then there will be no danger that you will appeal to the wrong motives of the other man.

Of course you must have the highest respect for your own motives.  This necessitates high character. You must be honest in the very structure of your being.  You need, too, absolute faith in yourself and in your proposition, and faith in the desirability of your service to the other man.  Finally, you must be consecrated to the motive of rendering him service.

[Sidenote:  Postpone Criticism Until Desire Is Stimulated]

It is poor salesmanship to let your prospect begin to analyze your faults until you have made yourself thoroughly pleasing to him.  Before you complete the selling process you should admit your own faults, rather than let him discover them. But skillfully postpone this step until you get yourself wanted. Then your prospect will be inclined to co-operate in disposing of objections to you; whereas if criticisms arise too soon in the selling process they may prevent him from liking you thoroughly, and may check your purpose before you get yourself wanted.

[Sidenote:  Right Time to “Face The Music”]

A merchant received an application for employment in his private office from a young man who created so pleasing an impression that the employer decided to make him his secretary.  He outlined his ideas to the applicant, who entered into them most enthusiastically; thereby increasing the liking of his prospective employer for him.  Then the young man sat up straight in his chair, looked the merchant squarely in the eye,