[Sidenote:  Require Employer to Sell You the Job]

The ordinary man who applies for a job in the ordinary way is accepted or turned down wholly at the discretion of the employer.  If you use the selling process skillfully, you will suggest that you are out of the ordinary class.  Of course, you should demonstrate in your salesmanship that you are not over-rating your ability.  The other man must be made to feel you have sound reasons for your bearing of equality and self-confidence when you seek to make sure that in his business you will have your best chance to succeed.  By showing him that you are taking intelligent precautions against making a mistake in your employment, you indicate conclusively that you are not merely a “floater,” but that you have a purpose “to stick and make good.”

In the same measure that you require proof of a desirable personality in an employer, you should make sure that the work is exactly what you expect.  See that your prospective “new boss” sells you the job at the same time you are selling him your services.  If he perceives in you the one man who best fits his needs, he will put forth every effort to buy your services.  Every employer will respect the man who states, with salesmanship, a sound reason for selecting and seeking connection with a business house; since such a man gives promise of making the sort of dependable, loyal worker that every business values and appreciates.

[Sidenote:  Sell to Satisfy Real Needs]

The true salesman sells to satisfy a real need of the buyer.  Therefore, when you have charted your salable qualities, select the field of service in which such capability as you possess is needed.  That, you may be sure, is your right market—­the field where you are certain to succeed.  Enter it, and no other field.  Apply there for a place of opportunity to serve; with the absolute confidence of a good salesman come to satisfy a want, and conscious of his individual fitness “to deliver the goods.”

You may not get just what you desire at the first attempt.  The best professional salesman often has to make repeated efforts to close orders.  But in the end, if you “have the goods,” that are needed where you bring them, and you know how to sell true ideas of your best self (as you will know after mastering the selling process) you will be sure of getting sufficient opportunities to succeed.  You will be as certain about getting enough chances as the first-class professional salesman is certain of attaining his full quota of business despite some turn-downs. Success is a matter of making a good batting average.

[Sidenote:  Parts of Complete Process]