me undeveloped yet, which are always needed in the
world. You know that such qualities _should_ be readily salable, to the
mutual benefit of yourself and of buyers. You are learning the selling
process in order to make certain that _you can_ sell the best that is in
_you_, as other men are selling themselves successfully.

Complete your chart by listing your various _defects_. Then study out
ways to use even _your particular faults_ differently than you have been
handling them; so that they will help you, instead of being hindrances
to your success. Think of some people you know, and of how they have
turned their physical "liabilities" into "assets" of popularity.

The very first sales knowledge you need is of exactly what _you_ have to
sell. You cannot see _all_ of yourself, your good and bad
points--yourself as you _are_, and as you _might be_--unless you make a
detailed chart of your "goods of sale." One of the most important
immediate effects of such a self-analysis will be increased
self-respect. Your handicaps will shrink, and the peculiar advantages
you have will grow before your eyes. You should feel new confidence in
your own ability.

[Sidenote: Man-Equality]

With this confidence will come a feeling that you are not the inferior
of another man who has achieved a larger measure of success than you
have gained. When you start the sale of true ideas of your best self to
an employer-buyer of such services as you are capable of rendering, you
will have an innate consciousness of your man-equality with him. You
should realize that this sale of yourself, like all other true sales, is
to be a transaction of reciprocal benefits, and should be conducted on
the basis of mutual respect.

It is your right to take pains that the prospective buyer of your
services shall sell himself to you as the boss you want to work with.
Expect him to sell himself to you as a desirable employer just as
thoroughly and satisfyingly as you intend to sell yourself to him as a
worthy applicant for an