A clerk in a real estate office wanted an opportunity to prove that he was capable of selling.  Times were very hard, and the firm had flatly announced that it would not promote anybody or grant any raises.  But this clerk, who had made up his mind to secure a salesman’s job, carefully prepared a plan of approach before he went to the president’s office.  His ostensible purpose was to get a raise; so he had worked out an ingenious reply to every objection he could imagine his employer might make to paying him more money.  But he really wanted a different job, not just a larger salary.

[Sidenote:  Come-backs To Turn Downs]

He tackled the “old man” at a selected time when he knew the president would not be busy.  One after another, in quick succession, he came back at every reason given for turning him down on his application for additional pay.  Finally the cornered employer stated frankly that the clerk was entitled to a raise, but as frankly said it could not be granted because of general business conditions.  The applicant, having gained his immediate object by proving his worth, then switched to the second part of his plan of approach.

“I didn’t expect more money for my clerical work, but haven’t I proved to you by the way I handle turn-downs that I possess the qualifications of a salesman?  It would be just as hard for a prospect to say ‘No’ to me as it has been for you.  I don’t want a raise.  I want a chance at selling real estate.  Give me a drawing account equal to my present salary, and I’ll earn it in commissions.  I’m going to make it hard for anybody to get away from me after I tackle him to buy a lot or a house.”

Of course the clerk got his chance.

[Sidenote:  Touch Tender Spots]

Another important detail of good salesmanship in planning to approach opportunities to succeed, is touching the tender spots of the subordinates in the office of the big man you want to reach.  Also plan to touch tender spots in him.  You can do it with a courteous bow, or with the tone of respect.  Employ the personal appeal—­that is, make contact between your personality and the personality of the other party you desire to influence.  There is no better way than by manifesting your real friendliness.  One who comes as a friend is able to feel and to appear at ease.  The bearing of perfect ease makes the excellent impression of true equality in manhood, and helps very greatly in gaining for one a chance to succeed.

[Sidenote:  Strength and Resourcefulness]

Sometimes self-respect will require you to use very forceful methods to secure the opportunity you desire.  A snippy clerk may refuse you admittance to the private office.  The big man himself may send out word that he will not receive you, or perhaps he will attempt to dismiss you brusquely after you are granted an audience.  So be prepared to manifest your strength, as well as your resourcefulness, should such force of personality be needed in any imaginable situation.  If you have planned exactly how you will show your strength, you will make the impression when you manifest it actually that you are strong in fact, and not just a bluffer.  Often you can prove your strength by looking another person fearlessly in the eye.