[Sidenote:  Avoid Giving Displeasure]

Not only please by doing things that give pleasure; also avoid doing displeasing things.  For example, when you say or suggest anything to another person you want to influence, remember to be a salesman of your ideas.  Do not make the impression that you are teaching.  No adult human being really enjoys being taught.  Any grown person likes to be treated as an equal, and to have new thoughts conveyed to him without that suggestion of superior intelligence which is characteristic of many teachers when dealing with pupils.  Perhaps you have heard Burton Holmes lecture.  His enunciation is a delight in its perfection, but he talks “according to the dictionary” so naturally that his correctness does not sound a bit affected.  You feel at home with him.  His diction is attractive to you.  Another speaker practicing the same exactness of pronunciation, but less artistic in selling his ideas with words, might displease you by his scholarly accents.

[Sidenote:  Tact]

Sometimes it is tactful to speak incorrectly, as a courtesy to the other man.  If in the course of your interview with a prospective employer he should mispronounce a word, you would be undiplomatic to emphasize the correct pronunciation in speaking that word yourself.  It is not dishonest, but truly polite to reply “My ad’dress is”—­instead of pronouncing the word correctly.  Do not suggest by over-emphasis of right speech that you wish to pose as one who is conscious of his superiority, however well you may realize that you are on a higher plane of intellectuality.  We all like a genuinely great man who does not hold himself aloof.

[Sidenote:  Prepare For All Kinds Of Men]

Prepare to meet not only strong men, but weak men; cautious men; very proud men; greedy men.  Be ready for reckless men, humble men, men who live to serve others.  Be aware in advance of the differences in their buying motives.  They will not all have the same reasons for giving or for refusing you a chance. Hence be prepared to adapt your salesmanship to the characteristics of the various kinds of men you are likely to meet.  Though you never should pander to an unworthy motive, study different types of character and learn how to fit your ability to the peculiar or distinctive traits of possible buyers of such services as you have for sale.  Perhaps an easy-going employer will appreciate your “pep” as much as would a hustler, but he won’t like it if you seem to prod him with your energy.  On the other hand, the employer who is a hustler himself might be keenly pleased should you keep him on the jump to stay even with you.

[Sidenote:  Success Insurance]

Be thorough in preparing to sell your capabilities; so that your success may be insured.  You ride on a first-class railroad with confidence, feeling that every precaution for your safety has been taken.  You are at ease when you begin your trip; for you know that track, train, and men in charge all are dependable.  Because of the complete readiness of the railroad for your journey, you count on arriving safely at your destination.  You have no fears that you may be wrecked en route.