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Thomas Jefferson once said: "I never ask anyone to do for me what I can do for myself." As a result of relying on his own talents, he developed into one of the most versatile men of history. He was an astronomer, musician, philosopher, humanitarian, statesmen, architect, litterateur, and horti- culturist. You will be astounded at the improvement self- reliance makes in every department of your life. As you in- dulge in this personal sport, you develop many hidden traits of character and find natural bents. You increase your power to evaluate any situation and to meet any sales resistance you encounter. All things in nature rely on their own in- stinct, and in this respect they are well provided. As an individual you should rely on your own ability. Your finger- prints indicate this. Of all the millions of fingerprints on record, no two are alike. Your fingerprints distinguish you. You are a complete entity possessed of all the qualities and attributes that unfold to form a perfect individual. You can- not imitate another's fingerprints; neither can you assume someone else's ability. You must rely on your own. Train yourself to rely on your mental resources, judgment, and ability. Have faith in your integrity; it is the soul of your individuality and helps you to realize that no part of you can be separated from the whole of you. You have what it takes, at any time or place. You have only to rely on it. Think, speak, and act your convictions, and they shall be the means to influence the prospect. You have the power to be- lieve in your own thoughts and to act as if it were impos- sible to fail. You are faced with many situations from time to time where it is absolutely necessary to rely on yourself. Condi- tions must be met on the spot. You must either sink or swim. You must know what to do and what not to do. You must know when to smile and when to frown, when to talk and 116 THE MAGIC POWER OF PERSONALITY when to keep silent, when to laugh and when to be grim, when to move and when to keep quiet. All these traits affect the prospect. It is now or never, so train yourself to rely on your own qualities. Self-reliance develops character and helps you to perfect yourself, and to perfect yourself is to perfect selling. Much of the wisdom of civilization has been developed by those who had the courage to rely on themselves. Make use of your own resources. They are a capital investment to make you a bigger and better salesman. 3. |
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