Knowledge of another man, then, involves first, comprehension that he is like every other man in his emotions, and unlike all other men in the way he thinks. To a trained observer his habits of thought are clearly indicated by his muscle structure and muscle action. Exhaustive prolonged analysis is unnecessary. You can learn to read quickly the mental significance of the comparatively small number of details of muscle structure and action that constitute a fairly complete index to his character. Then you will be able to judge with certainty practically all the traits of which you need to be sure in order to make the most effective presentation of your services for sale to this particular man.
The value of such a dependable size-up can scarcely be over-estimated. It is not easy to gain the initial chance to present your capabilities to the one man with whom you have chosen to be associated. But it would be tremendously harder to win a second opportunity to sell your services after failing the first time. By sizing him up aright while you are presenting your qualifications for his consideration, you will be able to avoid making unfavorable impressions. You can also adapt your salesmanship to creating the best possible impression of your capabilities and their fitness to his especial needs.
The Gruff Reception
Sometimes a man seeking to gain the big chance that he believes would open the door to success fails to secure his opportunity because he is disconcerted by a gruff reception that he misconstrues as personal to him. He wrongly interprets natural self-defense as a sign of habitual crabbedness.
A big man often thinks he is "hunted" by people who want to make him the prey of their own purposes. The employer you have chosen as the means of reaching the goal of your ambition may feel suspicious of your object in approaching him. He is likely to assume an attitude of extreme reserve, or even of icy indifference. Possibly his manner will be curt and sharp. Size up such a reception as just his way of protecting himself against impositions. His treatment of you is merely a superficial manifestation of the instinct for self-preservation. It indicates nothing more than that he is wary of any one who calls on him with an unknown purpose.
His object in being cold or brusque is to get rid of people who might annoy him or waste his time. He would not assume his repelling pose if he knew you had come with a purpose of true service, after full preparation of yourself and your selling plans to interest him. Though he does not realize it yet, you will neither pester him nor fritter away his precious minutes.
Melting Ice And Smoothing Roughness
Therefore if your size-up convinces you that the cold, brusque manner is only assumed, you need not deal with it as if it were characteristic. It indicates no more than the habit of wariness. You should proceed confidently with your selling process, undeterred by the bearing of your prospect. Do not attempt to mollify his assumed harshness. It will take but a few moments for you to sell him the idea that you have brought him something he really needs. When he first glimpses your service purpose, his icy pose will begin to melt and his rough tones will be smoothed.
A great public-utility corporation with thousands of branch offices throughout the United States had as its purchasing agent for many years an old gorgon. He was "a holy terror" to new salesmen, but became a staunch customer when once his confidence was deservedly gained. And every employee in the office of this tartar loved him for his true kindness of heart.