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1. Artists and salesmen are alike in that each has his own
particular techniques and methods. Yet they have some
qualities in common too.
2. The leaders are all men of spirit. They are alive and radiate
heat and enthusiasm. They are eager to do business.
3. The best salesmen look on their job as a business. They are
not demoralized by set-backs because they know that their
winning days will be back, if they keep moving.
4. A man should analyze his strong and weak qualities to
determine if he's cut out to be a salesman. It's no disgrace
if a man can't sell—it's a disgrace though if he wastes too
much time finding it out.
5. The way for a man to improve himself in his "spirit depart-
ment" is to determine to do it, and make promises to him-
self that he will keep. He must also realize that he must
proceed step by step in order to make any permanent
progress.
2
Never Say Die
Many years ago, a young fellow came into my office and wanted a job selling insurance. He had been driving a bread truck selling bakery goods house-to-house. He had no money and was living with his wife and little baby boy in the home of his wife's folks. His shiny blue suit showed signs of wear, but it was clean and well pressed.
He was a stranger in the city and most of his experience had been in mechanical work. He had attended high school, but didn't finish. So, I was in a dilemma. I knew the odds were against him.
But I was struck by his "look of courage." He didn't have much to offer, but this didn't daunt him. He looked me in the eye and said he'd just like a chance. He wasn't cocky or chesty —just poised and determined. How could I turn such a fellow down? Fortunately I didn't.
It was a long hard struggle. From time to time he had to get part-time work with a transfer company hauling barrels. He and his young wife bought a cheap lot in the outskirts of
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