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 THE SALESMAN'S RAINBOW OF SUCCESS

 

Every man who knows how to read has it in his power to mag­nify himself, to multiply the ways in which he exists, to make his life full, significant, and interesting.

—ALDOUS HUXLEY


Preface

When we see a lovely sparkling rainbow in all its glory we usually don't stop to consider that it is really only the white lifegiving light of the sun separated into its "rainbow colors."

Likewise when we observe a master salesman about his work we are unlikely to recognize that his success is due to many attitudes, qualities, and habits.

In this book I propose to discuss some of these "rainbow colors" possessed by the successful salesmen I have known. As you read it, I hope that you will arrive at some conclusions of your own. It is quite likely that you will think of better ideas than mine! If so, that's fine, and for you they will be better for sure.

I plan to divide the book into seven divisions, just as the sun's light is divided into its seven rainbow colors. I'll pass my thoughts on to you with the hope that they will stimulate your thinking and help you make yourself into a better salesman.

 

IV Contents

Part I    THE POWER OF SPIRIT...................................         1

Chapter 1    Master Salesmen Are Men of

Spirit...........................................         3

Some Characteristics Are Common to the Leaders • Chrysler Said Salesmen Must Get Excited • The Real-Silk Salesman • What About Attitude? • The Young Preacher's Vision • Advice for Another Young Preacher • What to Do About It • Highlights of This Chapter

Chapter 2   Never Say Die..........................        9

The Most Important Quality • Winston Churchill • Athletes and Salesmen • Great Philosophers Laud Courage • Feed Your Mind • Don't Get Discouraged • Advice from Shakespeare • Highlights of This Chapter

Chapter 3    Mean What You Say............       16

Wisdom from Socrates • Conviction versus Sincerity • Can You Change Your Na­ture? • What to Do • Highlights of This Chapter

Chapter 4   Dramatize Your Job ...........       23

Just What Is Enthusiasm? • Phony Enthu­siasm • Don't Be Bashful • Some Sugges­tions • Highlights of This Chapter

V


vi                                                                           CONTENTS

Chapter 5    Grit Your Teeth—Go Ahead .      30 An Iron Will • Wise Men Know the Value of Perseverance • Two Outstanding Ex­amples • Don't Think It's Easy • What to Do • Highlights of This Chapter

Part II    THE POWER OF OPTIMISM.....................       37

Chapter 6   Master Salesmen Expect Suc­-
cess  .............................................       39

Faith in the Future Wins • Highlights of This Chapter

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