of selling technique_. So
the first step in the process of developing your skill as a salesman of
yourself is the study of the _right tools_ for making impressions of
"true ideas of your best capabilities." You must know, also, the
scientific rules that govern the _most effective use_ of these right
tools. Technique, however, is only the _basic element_ of salesmanship.
On the foundation of your sales _knowledge_ it is necessary to build
sales _skill_ that will completely cover up your technique. Your
perfected sales art should seem, and really be _second nature_ to you.

Your salesmanship probably will be crude until you overcome the
awkwardness of handling unfamiliar tools, or familiar tools in ways that
are new to you. But "practice makes perfect." The use of the right
technique in selling true ideas about your best self will soon become
natural.

[Sidenote: Making Success Easy]

The _skillful_ sale of ideas is accomplished _without waste of time or
energy in the selling process_. The unskillful, would-be salesman not
only fritters away his own time and effort, he also wastes the patience
and power of the man to whom he wants to sell his "goods." The sales
artist, however, gets his ideas into the mind of a prospect _quickly_,
with the least possible _wear and tear_ on either party to the sale. No
one appreciates a fine salesman so thoroughly as the best buyer. Skill
in selling true ideas about your particular qualifications will not only
_assure_ your success, but will make it _easy_ for you to succeed.

[Sidenote: Docking Your Sales-man-ship]

The skillful salesman is the captain of his own sales-man-ship. But in
order to make certain of landing his cargo of right impressions he takes
aboard the pilot Science to begin with, and then concentrates on four
factors of the art of selling ideas:

First, _discovering and traversing_ the best channel into the prospect's
mind;

Second, _locating the particular point of interest_ upon which the
salesman's cargo can be most effectively unloaded;

Third, _maneuvering alongside_ this center of the buyer's interest;

Fourth, _securely tying to_ the interest pier so that the shipload of
ideas may be fully discharged.

The primary aim of the skillful salesman _when making port_ is to get
safely to the right landing place as soon as possible and with the least
danger of failure in his _ultimate purpose_ of completing the sale. At
this initial stage of the selling proces