Everywhere the most desirable positions in the business world are in need of men who can fill them. Only the poorer jobs are crowded. But when Opportunity has to seek the man, the _right_ one is often overlooked. The golden chance is gained by another--less qualified and less worthy, perhaps; but _a better salesman of himself_. The fully competent man, however, can _assure_ his success by becoming proficient in selling true ideas of his best capability in the right market or field of service. The master salesman of himself makes his own chances to succeed, and therefore runs no risk of being overlooked by Opportunity.
Master salesmen of ideas about "goods" use _particular selling processes_ to get their ideas across _surely_ to the minds of prospective buyers. The professional salesman, therefore, has plainly charted the way to certain success in any vocation, for the man who has developed the best that is in him. If you are a candidate for a position, do not let a prospective employer _buy_ your services at _his_ valuation, for he is certain to under-estimate you. _Sell_ him true ideas of your merits. Set a fair price on your _worth_, and _get_ across to his mind the true idea that you would be worth that much _to him_. Such skillful salesmanship used by an applicant for a position can be depended on to make the best possible impression of his desirability; just as the practiced art of the professional salesman enables him to present the qualities and values of his goods in the most favorable light. The _masterly selling process_ is not very difficult to learn. Proficiency in its use can be gained gradually by any one who practices consciously every day the actual sale of ideas in the artistic way.
[Sidenote: Knowledge of Salesmanship Develops Confidence]
As was stated in the Introduction to this book, it has been proved conclusively in business that particular principles and methods of selling are certain to produce the highest average of closed orders. In other words, success for the professional salesman is _assured_ if he develops certain qualifications, and if he does certain things; all within the capacity of any normal, intelligent man. Scientific sales executives know positively, as the result of comparative tests, that the salesman who develops these personal qualifications, and who does these things, should get his quota of business and hold it. Hence, as has been said, specific training is given in the sales schools of the most successful businesses, along the lines of best selling practice.