The Sentry And the Password
Perhaps you will meet opposition to your entrance when you come to gain your chance. It is likely that some sentry in the outer office of your prospect, or the sentry of his own mind when you reach his presence, may halt you at the portal of opportunity with the challenge, "Who goes there?"
Your answer should be spoken confidently, "A friend."
The test will then be made by the sentry, "Advance, friend, and give the countersign."
The secret pass-word to Opportunity is, "Service."
Prove you know the countersign, speak it with courage, and you will find yourself no longer an object of suspicion, no longer regarded as a possible enemy.
You have nothing to fear if you plan to approach your prospect as a true friend who has come with a carefully thought out, intelligent offer of service that he lacks.
CHAPTER VII
Knowledge of Other Men
Unlocking The Other Man's Heart And Mind