You possess “goods of sale” that have real quality, that are durable, that will render service and afford pleasurable satisfaction to others. Your goods can be sold as surely as quality phonographs, durable automobile tires, serviceable clothes, or pleasing books.

Maybe you can “deliver the goods” with smiles, or hearty tones, or ready acts of kindness.  Any one can easily be friendly.  But have you developed all your ability to smile genuinely?  Have you cultivated the hearty tone of real kindness so that now it is unnatural for you ever to speak in any other way?  Do you perform friendly acts of consideration for others on every occasion, as second nature?

If your honest answers to such questions must be negative, you are not a good salesman of your best self all the time.

[Sidenote:  Your Salable Qualities]

Your most salable quality may be dependability, rather than quick thinking.  If this is the case, concentrate your salesmanship on making impressions of the true idea of your reliability.  Your greatest success will be achieved in some field of service where dependableness is a primary essential.  You may be naturally unfitted to make a star reporter, but peculiarly qualified to develop into the cashier of a bank.

Should you happen to be unattractive in features, your job is to transform your homeliness into a likable quality—­not to try to make yourself appear handsome.  If you are wholly inexperienced, that need not be a detriment to your success in the field you want to enter.  When you have mastered the selling process, your very greenness can be presented before the mind of a prospective employer as the best of reasons for engaging you.  You will be able to make yourself appear desirable because you are green in that field, and therefore have no wrong ideas to “unlearn.”

[Sidenote:  Know All of Yourself]

You can greatly improve your chances to get the job for which you are best adapted, if you use the reciprocal selling process employed by the professional salesman when he sells his services to a house.  He meets the head of the concern as his man-equal, and does not just offer himself “for hire.”  Such a consciousness of your man-equality when you are face to face with a prospective employer can result only from certain, analytical knowledge of your best self, complemented by knowing how to sell the true idea of your particular desirability and worth.

Very likely you think you are seriously handicapped in many ways.  Having made no detailed analysis of yourself from a salesman’s view-point, you do not appreciate fully the number and the market value of the advantages you might have.  Probably some of your best, most salable qualities are latent or but partly developed.

[Sidenote:  Chart Necessary]