[Sidenote: Abstract And Applied Knowledge]
Your abstract knowledge may be valueless. In order to succeed certainly _you must connect the things you have learned with particular people in particular fields of activity_. When you have developed the power of relating your individual ability to every imaginable _use_, your mental eyes will be opened to many opportunities for success that you otherwise might never perceive. Such an association of _what you know and can do_ with the various ways your capabilities might be utilized will tremendously augment your self-confidence. When you realize in how many ways it is possible to use your especial talents, you will not be likely to doubt your own _worth_. You will offer your qualifications for sale with complete faith in their value to prospective buyers.
[Sidenote: Insurance Against Undervaluation]
Thorough preparation in _comprehension of values_ is the salesman's best protection against a personal inclination, or an outside temptation, to cut prices. If your preparation for your chosen career has been limited to _gaining knowledge_, and you have not studied its true _worth_ to every imaginable prospective buyer, you will be apt often to offer your services for far less than their full value. Conversely sometimes you will be likely to think your services are worth more than they really are. You may fail to close sales because your price is too high. A pre-requisite of good salesmanship is the _right_ price. _If your preparation for selling your services has been thorough, you will realize the exact worth of your knowledge and skill_. You will neither suggest inferior value by quoting a cut price on your capabilities, nor demand so much as to indicate the characteristics of displeasing egotism or greed. _If you know what you are truly worth, you will make the right price on your real value._ Then your self-confidence in your worth will lend you power to convince the other man that your services would be a good "buy" for him.
If you can imagine _all the various uses to which your ability might be put_, you will appreciate the full value of every opportunity you perceive. Not only will you see the chances for success that are all about you, but you will _see into_ them. When your mind _catches sight_ of success chances, they will look _familiar_ to you because of their similarity to opportunities you _previously had thought about_ and connected with your own qualifications. If you are prepared to perceive and to appreciate fully each indication of a success opportunity that comes within the range of your mental vision, you will promptly begin working a chance "for all it is worth," as if it were a newly discovered gold mine.