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Salesmanship Essential to Assure Success

There are particular characteristics one can have, and particular things one can do, that will make failure in life certain.

Why, then, should not the possession of particular opposite characteristics, and the doing of particular opposite things, result as certainly in success, which is the antithesis of failure?

That is a logical, common-sense question. The purpose of this book and its companion volume, "The Selling Process," is to answer it convincingly for you.

Success can be made certain; not, however, by the mere possession of particular characteristics, nor by just doing particular things.

Your success in life can be assured; but only if you supplement your qualifications and make everything you do most effective by using continually, whatever your vocation, the art of salesmanship.

Why Are Some Men Failures Who Deserve to Succeed?

Life can hold nothing but failure for the ill-natured, unsociable, disgusting tramp who is known to be ignorant, lazy, shiftless, a spendthrift, a liar, and an all-around crook. Such a worthless man will make a complete failure of life because he is so dis-qualified to succeed.

On the other hand certain success ought to be achieved by the good-natured, intelligent, reliable man who continually wins friends; the truthful man who has a fine reputation for thrift, honesty, neatness, and love for his work. He seems entirely worthy of success. Yet for reasons that baffle himself and his friends it sometimes happens that such a man is unsuccessful.

The defeat in life of one who appears so deserving of victory seems to prove that success cannot be assured by the development of individual characteristics and by doing specific things. But such a wholly negative conclusion would be wrong. When a worthy man fails, he loses out because he lacks an essential positive factor of certain success—the ability to sell his capabilities. By mastering the selling process this failure can turn himself into a success.

Self-advertised Disqualifications Unrecognized Capabilities

We are sure of the failure of the man who is utterly disqualified to succeed; not because he has particular faults, but because they self-advertise and sell the idea of his disqualifications for success. His characteristics and actions make on our minds an impression of his general worthlessness. Defects are apt to attract attention, while perfection often passes unnoticed.

Millions of worthy men, otherwise qualified for success, have failed solely because their merits were not appreciated and rewarded as they would have been if recognized. Capabilities, like goods, are profitless until they are sold. Therefore the man who deserves to win out in life can make his victory sure only by learning and practicing with skill the certain success methods of the master salesman.

The Duty to Succeed

Down through all the ages has come the duty to succeed. It was enjoined in the Parable of the Talents. No one has the right to do less than his best. Then only can he claim full justification for his existence. The Creator accepts no excuses for failure. Every personal quality, and every opportunity to succeed that a man has, must be used, to entitle him to the rewards of success. He owes not only to himself and to his fellows, but also to God, the obligation of developing his utmost capability. If he does not pay dividends on the divine investment in him, his dereliction is justly punished by failure in life. Sometimes he even forfeits the right to live.

Success Cannot be Copied

Many ambitious people, who recognize their duty to succeed but do not know how to go about it, make a common mistake in thinking. They believe the secret of certain success can be learned from examples; that success can be copied. So men who have succeeded conspicuously are often asked to state and explain their rules, for the benefit of other men who regard them as oracles.

Other Men's Formulas

Doubtless you have read much about Marshall Field, J. Pierpont Morgan, Charles M. Schwab, and similar outstanding business men. You have studied their principles of success. You have tried to practice their methods. But somehow the most careful following of their directions has not made you a multi-millionaire, nor can you see riches as a prospect. Naturally you are both disappointed and puzzled. Perhaps you have tested faithfully for years various formulas of success extracted from the advice of successful men. Yet you have failed, or have achieved only partial and unsatisfying success. You have been unable to solve the problem that you once felt so sure could be worked out by the rules you mastered.

Maybe you have become discouraged and have given up, in disgust, your ambition for achievement. Very likely you have said to yourself, "Success is so much a matter of luck and circumstances, there's no way to make sure of it. I've done everything that Marshall Field, J. Pierpont Morgan, and Charles M. Schwab have counseled; but I'm still plugging along on an ordinary salary. Rules for certain success are bunk. Luck has to break right for a man."

The Element of Luck

Unquestionably good luck has brought success to some men who would have failed without its aid. It is equally beyond doubt that bad luck has prevented other men from achieving their ambitions. Of course such successes and failures do not fall within any rules. They are altogether exceptional, and neither prove nor disprove general principles.

Eliminating the factor of luck, good or bad, the success of any normal, deserving man can be made certain to the extent of his individual capacity. Some men have different or bigger capacities than others; hence not all successes will be of the same kind, or alike in extent. But any normal, deserving man can assure himself as great a success as he is fitted to achieve. It is necessary, however, that he do more than develop his utmost capability. He must learn to employ skillful salesmanship, in order to market his "goods of sale," or personal qualifications, most profitably.

Sales Skill Necessary

Each of us has to make his own pattern of success. "The individual should develop his individuality," instead of attempting to imitate anybody else. It is even more necessary for him to use most effectively all the natural powers he builds up.

A man can assure his success only if he learns how to utilize his personal qualifications so as to create and control his opportunities to succeed. He should be able to bring himself to good luck, and not expect anybody or any event to bring good luck to him.

One cannot make the most effective use of his capabilities, he cannot create and control his chances to succeed, until he develops skill in salesmanship, which is necessary to market his qualifications profitably. He must practice "selling himself" until the habit of using sales skill in everything he does and says becomes second nature to him. Sales skill is the dynamic factor of success. It transforms potential powers into actual accomplishments. It enables the qualified man to turn his individual capabilities to best account.

Opportunity A Constant Companion

Sometimes a man says, as an excuse for his failure, "I never had a chance." The truth is that Opportunity is a constant companion to every man. Each of us has within himself limitless wealth. All normal people are rich in ability. It is possible for anyone to become more prosperous. He need only turn his possibilities into realities. When a man capable of accumulating riches continues poor, he is like the shipwrecked discoverer of a bonanza gold mine on an uncharted island. He cannot exchange his potential wealth for the things he desires; because he is unable to market his raw gold.

Similarly you who have not yet succeeded are potentially rich. If you possess the generally recognized fundamentals of success; such as characteristic honesty, intelligence, energy, etc., you are not handicapped for want of a market. Even though you now may seem to lack some of the essential qualifications, you are capable of succeeding. Every necessary characteristic of the successful man is latent in your nature and can be brought out by development. You have not yet done your utmost with the best that is in you.

Your Market Not Lacking

First you should resolve to make yourself completely worthy to succeed. Meanwhile you should be learning how to sell your "goods." On every hand there are markets in which qualities like yours are being sold successfully by other men. Undoubtedly there will be a purchaser for the best that is in you when you bring it out; provided you present your "goods of sale" in the most skillful way. All about you are highly prosperous people with no more innate merits than you have. Certainly the market for your particular abilities is within reach. Golden opportunities of which you have not taken the fullest advantage surround you and touch your daily activities. If you have not grasped your chance, it was because you did not know how to reach out with all your capabilities. In other words, possessing the fundamental qualifications for success, you have stood in the midst of the world's need for such capabilities as yours, but you have not gone through the selling process.

You have failed thus far to achieve your ambition, simply because you have been an unsuccessful salesman of yourself to the world.

Perhaps you never have thought of yourself as a salesman. You may not have realized the importance to you of knowing and practicing the principles of skillful selling. Only one per cent of the people in the United States call themselves salesmen or saleswomen. Yet in order to succeed, each of us must sell his or her particular qualifications. Your knowledge and use of the selling process are essential to assure your success in life.

Master Salesmen Made, Not Born

The best commercial executives agree that the most effective selling representative of a house is not the "natural born" salesman, but the salesman who is made highly efficient by training. So every big, successful business conducts a course in salesmanship. Thorough tests have proved that particular principles and methods of selling are sure to produce the highest average of orders. Therefore these principles and methods are followed as standard practice in the sales department.

That is, in order to assure the success of an individual salesman, he is required and aided to develop particular qualifications and to do certain things that master executives have learned will get the orders and hold the trade of buyers. The qualified professional salesman is drilled thoroughly in tested principles and methods of selling. He is trained to use this standard sales knowledge skillfully. As a result he works in the field with complete confidence.

Why should he doubt that he will succeed? He knows his own limitations and capabilities; knows the true worth of his line; knows there is a market in his territory; knows how to sell in the ways that have been proved most effective; and knows that practice of right salesmanship will make him skillful in getting and holding business. Verily such "knowledge is power."

Certain Success With the Selling Process

Your success in selling yourself can be made as certain as is a successful career to the first-class professional salesman. This book and its companion volume will explain in detail salesmanship ways to develop your best capabilities most effectively. You will be given the principles and methods employed by the expert salesman in marketing any kind of right goods. You will also be shown how to sell yourself by adapting his practices to your "goods of sale."

When you comprehend, and employ as second nature, the usages of the finest sales art, your success in life, like that of the master professional salesman, will be certain.

Ideas of Goods Not the Goods Themselves Are Sold

If you have not called yourself a salesman, perhaps you doubt the value to you of skill in selling. All you have to market is the best that is in yourself. Your ambition may be to succeed as a doctor, or lawyer, or preacher, or clerk, or mechanic, or farmer, or banker. You do not see how salesmanship could assure your success, however much it might help some one with commercial ambitions.

If you think it would not be worth while for you to master the selling process, since you do not expect to engage in the profession of selling, you misconceive the functions and work of the salesman. You have thought he sells "goods;" and that as you do not deal in commodities, you would have no practical use for the selling process he employs to assure his success. But even the shoe salesman, or grocery salesman, or real estate salesman, or insurance salesman does not really sell goods. He sells ideas about goods. Similarly you sell ideas about yourself in order to succeed.

When the Goods and the Ideas Are Different

A sale is often completed in business without any inspection of the actual "goods" by the purchaser; as when a quantity of standard sheet copper is specified, or when the salesman describes a piece of machinery or shows a picture of it with a catalogue number. The "goods" are to be delivered later. However, the selling process is finished; though only the mind's eye of the buyer has seen what he anticipates getting on his order. The salesman has presented nothing except certain ideas to the mental vision of the prospect. But these ideas have been sold so realistically to the imagination of the purchaser that he gives his order for what he expects.

Suppose the goods delivered later do not correspond with the particular ideas about them that have been sold. For example, the sheet copper furnished is not as specified in the contract, or the machine shipped is not the same as the salesman pictured when he got the order for it. Then there has been no sale of the different "goods." The intending purchaser bought particular ideas. He will not accept the delivery of goods unlike the ideas sold to him.

Know Your Prospect's Idea

Another illustration. A real estate salesman describes a bungalow to a prospect for a home. He shows plans and specifications, with accurate dimensions; there is no misrepresentation of any detail. The salesman especially emphasizes, what is his own belief, that the bungalow would make a "cozy" home. The prospect decides to buy the property. He says, "If it is as you describe it, I'll take that place." The sale to his mind has been completed. All that remains is delivery of a bungalow corresponding to the ideas sold. The delighted salesman escorts the buyer to the "cozy home." But the empty rooms do not confirm the idea emphasized to the prospect. The salesman cannot furnish them convincingly with his imaginative "cozy" word pictures. He has made the mistake of omitting to learn the other man's conception of a cozy home before selling the expectation of coziness. He is shocked when the sale is declared annulled with the prospect's contradiction of his description, "There's nothing cozy about this place." The intending buyer of a home feels there has been a misrepresentation; though the bungalow is exactly like the plans and specifications shown to him. He was sold an idea that "the goods" have not delivered; so he declares the sale off. A sale is a success only when true ideas are sold, and afterward are delivered by the goods.

Selling Ideas About Yourself

If you "have the goods" and would succeed certainly in your chosen vocation, you must sell to the world or to individual buyers true ideas about your particular qualifications for success—true ideas regarding your best capabilities and the value of your services. Your "goods of sale" may be your muscular power; your brain energy; your talents, skill, integrity, and knowledge in this capacity or in that. Whatever qualities you possess, it is necessary that some one be sold the idea of their full worth, or you cannot succeed. No matter how valuable your services might be, they have only potential worth until another man, or some business, or the world at large perceives desirable possibilities in you and buys the expectation that you will "deliver the goods."

Probably you have said to yourself, "If I had the chance, I know I could deliver the goods." We will grant that you are able to make delivery. However, before you will be given a chance you must get across to the mind of some prospective buyer of muscular power, or brain energy, or other capabilities such as you could supply, the true idea that you have "the goods" he needs and that your qualifications would be a satisfactory purchase for him.

In other words, it is necessary that you use the selling process effectively, with thorough scientific knowledge and a high degree of art, in order to make certain of gaining your opportunity for success. You have no doubt that you can succeed if you get the chance. But you have not realized, perhaps, that you can make yourself the master of your own destiny by first learning and then practicing until it becomes second nature to you the sure, salesmanship way to gain the opportunities you deserve. After you comprehend the sure process, you can soon develop skill in actually selling to other men true ideas of the best that is in you.

The Secret of Certain Success

The secret of certain success in life for you, then, whatever your vocation or ambition, lies in knowing HOW to sell true ideas of your best capability in the right market or field of service. The chapters of the present book, supplemented by the contents of the companion volume, "The Selling Process," should reveal to you clearly every principal detail of this secret.

No 100% Salesmen

Before you proceed further with the study of successful salesmanship as analyzed in these pages, avoid a possible misconception of masterly selling. Even the most efficient salesman does not get all the orders for which he tries. By his knowledge and skill his average of failures is minimized; therefore everybody recognizes him as a great success.

So, however well you comprehend the selling process, and however skillfully you use it in your career, you will not always accomplish the particular purpose to which you apply your salesmanship. But you will markedly lessen the number and importance of your failures to do the things you attempt. You will also increase to an extraordinary degree the quantity, quality, and profitable results of your successful efforts. You will make a grand average so high that you will feel you are a real success. Others, too, will so regard you.

The Master Key

Therefore, whatever your life ambition, study the selling process until you understand it thoroughly; then perfect your skill by daily practice in selling your ideas, and ideas about yourself, to other people. When you know HOW to sell true ideas of your best capability in your chosen market or field of service, and have become expert in applying what you have learned, you can use salesmanship continually in your everyday work. You should feel absolute assurance that with its aid you can open the treasure house of your desires.

This universal master key that fits all locks now between you and success can be made by your own hands and head. You have begun to shape it for your future use.