ambitious to
achieve. Therefore you wish to sell him a true idea of your best
capabilities. We will assume that you have passed the threshold of his
private office, but your object in calling upon him has not yet entered
_his thoughts and feelings_.

Before you state the ideas and service intention you have brought, make
certain of the best possible reception from him. You need to take every
practicable precaution against being rebuffed. You want to assure
yourself of a welcome. Having gained this chance to start the sale of
your capabilities, it is of vital importance not to take the next step
in the selling process _blindly_, lest you stumble. Hence you should
_size up_ the other man before you announce your purpose in calling.
What you may learn from reading his character correctly will help you to
gain admittance into his mind for your ideas. It should assure a welcome
from his heart for your sincere desire to serve him.

[Sidenote: Skeleton Key Unavailing]

Golden opportunities to succeed in a particular business cannot be
unlocked with a skeleton key of knowledge about human nature. Knowledge
of _all_ men supplies merely the shaft and general shape of the key
blank, which must then be notched and filed to fit the characteristics
of the individual whose mind and heart you wish to open for the
admission of your ideas and feelings. Unless you can get into that _one_
mind and that _one_ heart with your service purpose, you will be shut
out from the opportunity you want. It is important that you know the
traits of men in general, of course. Such knowledge, however, should be
supplemented by a _specific_ and true conception of the particular man
through whom you hope to reach your chance to succeed.

Do not confuse in your present thoughts the process of _prospecting_ the
characteristics of a man _before_ meeting him, with the later process of
_sizing him up at the time of the interview_. It is highly important to
accumulate in advance as much knowledge as possible of your prospect's
individual traits. But what you learned about your chosen future
employer before you gained the chance to present your ideas to him in
his office should be used _merely as a guide_ in sizing him up on the
spot.

[Sidenote: Stop, Look, Listen]

Take nothing for granted now. Through your personal, specific
observation either confirm or disprove every item of information that
has come to you from other people previous to meeting this m