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The highway to the interest of all men lies on the fertile plain of ideas. Hazel McCann used this highway to attract Dr. Douglas, and as a result she was highly rewarded. As a salesman, you have access to this highway from a choice field of selling ideas. Your ability and power as a salesman must be expressed through ideas. You must be able to pre- sent these ideas by creating a Sales Plan to merchandise your proposition. You must turn over what you have in order to get something else; in short, you must sell. You must keep on the move, and consider the ups and downs in your activities as a stepping stone to greater achievements. Has it ever occurred to you why the ocean's waves constantly roll and break against each other with clocklike regularity? Without this persistent motion the ocean would become stagnant. Everything in and around it would perish. These movements keep the water teeming with wholesomeness and vitality. Ups and downs in selling act as a tonic to provoke thought and stimulate action. The world is a proving ground. The prospects you call on furnish you with material for your laboratory of human relations. Your salesmanship is the head chemist who compounds formulas, and, if these formulas are 16 HOW TO ATTRACT THE PROSPECT scientifically compounded, you can attract the prospect and sell whatever you desire. In this chapter there are formulas compounded in the laboratory of human relations, tested in the field of experience, and proved on the proving grounds of hard knocks. |
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