All men cannot be approached in the same way. We should approach them according to their individuality, what they are like, and who they are. We should (i) investigate and (2) prepare in order to make a thinking approach. Like the lawyer, the engineer, or the architect, study the needs of the prospect’s business. Prepare your brief. Write out your specifications. If necessary, draw your plans. Then you can go back to him with a proposition clearly and logic ally outlined in your own mind. — N. C. R. Co.