Certain Success | Page 8

he may realize the importance of making the best impression possible. So, however, he tries, he cannot get his deserved chances to succeed. He could secure them easily if he comprehended the selling process of the master salesman, and used it with skill. This process of masterly selling is the key to certain success for the fully qualified man in any vocation.
[Sidenote: Making and Governing One's Own Good Luck]
A capable applicant will invariably be given a chance to succeed, if he takes the best that is in him to a man who has need of such services as he could render, and then sells the true idea of his ability. He has mastered all four principal elements of the complete secret of certain success. Consequently he is able to create and to control his opportunities to succeed. He makes and governs his own good luck.
Everywhere the most desirable positions in the business world are in need of men who can fill them. Only the poorer jobs are crowded. But when Opportunity has to seek the man, the right one is often overlooked. The golden chance is gained by another--less qualified and less worthy, perhaps; but a better salesman of himself. The fully competent man, however, can assure his success by becoming proficient in selling true ideas of his best capability in the right market or field of service. The master salesman of himself makes his own chances to succeed, and therefore runs no risk of being overlooked by Opportunity.
[Sidenote: Success Way Is Charted]
Master salesmen of ideas about "goods" use particular selling processes to get their ideas across surely to the minds of prospective buyers. The professional salesman, therefore, has plainly charted the way to certain success in any vocation, for the man who has developed the best that is in him. If you are a candidate for a position, do not let a prospective employer buy your services at his valuation, for he is certain to under-estimate you. Sell him true ideas of your merits. Set a fair price on your worth, and get across to his mind the true idea that you would be worth that much to him. Such skillful salesmanship used by an applicant for a position can be depended on to make the best possible impression of his desirability; just as the practiced art of the professional salesman enables him to present the qualities and values of his goods in the most favorable light. The masterly selling process is not very difficult to learn. Proficiency in its use can be gained gradually by any one who practices consciously every day the actual sale of ideas in the artistic way.
[Sidenote: Knowledge of Salesmanship Develops Confidence]
As was stated in the Introduction to this book, it has been proved conclusively in business that particular principles and methods of selling are certain to produce the highest average of closed orders. In other words, success for the professional salesman is assured if he develops certain qualifications, and if he does certain things; all within the capacity of any normal, intelligent man. Scientific sales executives know positively, as the result of comparative tests, that the salesman who develops these personal qualifications, and who does these things, should get his quota of business and hold it. Hence, as has been said, specific training is given in the sales schools of the most successful businesses, along the lines of best selling practice.
[Sidenote: Practical Principles]
When the individual salesman who has been so trained commences work in his territory, he learns in his experiences with buyers that the principles and methods he has been taught are actually most effective. Assuming that he has developed his best capabilities pretty fully, and that he has become fairly skillful in using what he knows about how to sell his line, he works with continually growing confidence that he will succeed. Why should he doubt his complete selling power? He knows there is a field for his goods in this territory. He knows clearly and vividly what ideas he wants to get across to the minds of prospective buyers. He knows--most important of all--just how to make convincing and attractive impressions of the desirability and true value of what he presents for purchase. He comprehends the most effective ways to show prospects both their need for his goods and that he has come, with a real purpose of service, to satisfy that need.
You, the non-professional salesman of yourself, will sell your "goods of sale" with similar complete confidence in your power to gain and to control your opportunities for success--if you, too, use the right selling process.
This set of books explains and demonstrates in detail the principles and methods of the successful salesman of ideas. The Introduction and twelve
Chapters
of the present series apply the selling process especially to _the sale