I know a young man who was so eager to show his willingness to work that he suggested absolute tirelessness. His employer, though he appreciated what this young man did, kept overloading him. Finally the employee broke down and made a serious mistake. He was unjustly dismissed from service because he had encouraged his employer to depend on him altogether too much, and disappointment resulted.
Do not pretend a higher degree of ability than you possess. Attempt no more than you can do well. You will succeed in getting yourself wanted if you manifest promise of growth in capability. If you are a sapling, do not pose as a full grown tree of knowledge.
Selling Out To Competitor
Sometimes it happens that a man can present his capabilities for sale and appear especially desirable to another man because he possesses certain knowledge the employer would like to have. Maybe you have sought to gain your chance by carrying to a competitor of your former employer the latter's secrets. If you come with the suggestion that you will sell out, you are offering a service that does not command full respect, and you are appealing only to the lower motives of your prospect. You do not thereby get yourself wanted. He wants what you know. What you have learned fairly by working for one man, you have a right to sell fairly to another man, of course. But do not suggest that this special knowledge is the principal element of your desirability. Suggest, rather, that it is only incidental to your all-around fitness for the job you want.
Self-Respect
Use what you know without pandering to the lower motives of your new employer. Impel him to like you for what you are, and not merely for what you bring. Open his eyes to your better nature, not to the worst side of you. He will see in you the better qualities of himself and appreciate them. Have your own motives right; then there will be no danger that you will appeal to the wrong motives of the other man.
Of course you must have the highest respect for your own motives. This necessitates high character. You must be honest in the very structure of your being. You need, too, absolute faith in yourself and in your proposition, and faith in the desirability of your service to the other man. Finally, you must be consecrated to the motive of rendering him service.
Postpone Criticism Until Desire Is Stimulated
It is poor salesmanship to let your prospect begin to analyze your faults until you have made yourself thoroughly pleasing to him. Before you complete the selling process you should admit your own faults, rather than let him discover them. But skillfully postpone this step until you get yourself wanted. Then your prospect will be inclined to co-operate in disposing of objections to you; whereas if criticisms arise too soon in the selling process they may prevent him from liking you thoroughly, and may check your purpose before you get yourself wanted.
Right Time to "Face The Music"