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Creative selling holds a very definite place in our economy today, and it is the only power that can keep our economy strong, balanced, and capable of expanding to meet the new situations and new conditions that are developing with light- ning rapidity. These new situations and new conditions will require new products and new services. Only the salesman can create the new markets necessary for their success. The men and women who sell are not only faced with a responsibility, but with a definite challenge. They must have the daring and ability to create sales. They must stub their toes, wake up, shake off that state of lethargy, and arouse that sleeping giant of creative power and positive action hidden within themselves. They must dare to think for them- selves. They must rely on their own creative power. With faith and confidence, engendered by positive thinking, they can draw on their latent ability and practice and demonstrate the power of creative selling to create sales that others may think impossible. Salesmen who blaze new trails, open up new markets, pioneer new products, and create sales are salesmen who dare to sell things that have not been sold before. While others doubt, they go forward. They think, they seek, they ask, they search, and they find. They open new opportuni- ties and help to furnish employment to millions of people. YOUR PLACE IN OUR ECONOMY 11 They have the challenge to dare, the incentive to undertake, and the urge to begin, and soon their ability is turned into power that produces sales. They realize that "he who dares to think" stands secure in the majesty of his own might, and enjoys the blessings of his own efforts. Creative selling is a science and also an art. The science teaches you what to do, and the art teaches you how to do it. Creative selling is the ability and art of increasing the satisfaction of the prospect by convincing him that the thing he buys will best fulfill his needs and desires. In fact, it is creating a market that did not exist before. |
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