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MASTER SALESMEN ARE MEN OF SPIRIT                        7

The famous churchman laughed and said, "That reminds me of my early days when I was just getting started in the ministry. I had the same trouble you're having, my boy. But I found a wonderful solution.

"I instructed my head usher to keep a sharp eye on the members of my audience to watch for anyone getting sleepy or inattentive. If he saw someone in that condition, he was to slip up the aisle and give the preacher a good poke and wake him up!"

Here again the moral is obvious. If we fail to put life and enthusiasm in our sales stories, we might as well quit. But it is quite possible to energize ourselves and "keep our audience awake."

WHAT TO DO ABOUT IT

Enthusiasm, persistence, imagination, drive, and ambition can be cultivated—we've seen it done many times. All of us are born with certain strengths and weaknesses. An old adage says we should capitalize on our strengths and not worry too much about our weaknesses. This doesn't mean that a man shouldn't protect himself from his vulnerable points, but it does mean that he should make the most of his assets.

So here are some suggestions that may help—

1.    By self-analysis and with the help of friends determine
just what your best points are.  If they include the
spiritual qualities we have listed as so important to suc-­
cess in selling, take heart and don't worry too much
about the weaknesses.

2.    Now decide just what your serious weaknesses are, too.
If you know in your heart that you can't hold yourself
to a course of action and overcome discouragement,
don't let this demoralize you. But you'd better not enter
the career of a salesman.

8                     MASTER SALESMEN ARE MEN OF SPIRIT

3.    If you conclude you are about average, then set your
jaw and determine to raise yourself from mediocrity to
success. Many a man has done just that, and you can
too.

4.    Don't try to make yourself over all at once. Do as
Benjamin Franklin advised—tackle just one little thing
at a time and get it under control before going on to the
next step. It's fun if you do it that way.

5.    Keep your promises to yourself. Don't resolve to do any­
thing at all unless you are determined to stick to your
resolutions. This is the most important decision of all.

HIGHLIGHTS OF THIS CHAPTER

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