_The Man-Stuff You Have For Sale_
[Sidenote: The Man Sales-Man Ship]
Your _knowledge_ of sales principles and methods, and your _skill_ in
selling ideas must be combined with right sales-_manhood_ if your
_complete_ success in sales-man-ship is to be made certain. Particular
_man_ qualities are necessary to make you a master _salesman_ in your
chosen field. "A good man obtaineth favor." So we will study now the
elements of character required for the most effective sales-_man_-ship,
and how to develop them.
We shall not consider "Man" in the abstract, nor exceptional ideals of
manhood. Our thought of the sales _man_ will be concentrated on
qualities _you_ have or can develop, that are necessary to make _you_
most efficient in selling ideas about _yourself_.
Some radical _changes_ in your present character may be required. But
you will need principally to _grow_ in order to attain the full stature
of sales manhood that is necessary to gain complete success. If your
manliness is dwarfed now, you cannot succeed largely in selling true
ideas of your best and biggest capabilities, until you rid yourself of
the character faults that are stunting your growth as a sales _man_.
[Sidenote: The Little Man Out-of-Date]
Realize at the outset that the time has passed forever when the _little_
man, with the narrowly selfish outlook for "Number One," might succeed.
The demand of the future will be, however, not so much for BIG men as
for big MEN. The world no longer looks up to Kaisers and Czars. Success
has ceased to be merely a towering figure. Hereafter the one sure way to
succeed will lead through the door of _brotherly understanding of the
other fellow_, into the _common heart of mankind_. Only sales_man_ship
can open that door with certainty.
We are entering a new business era, where the old individualistic
methods of attaining so-called "success" will be worse than useless.
Many of them even now are forbidden by law. All the practices of the
"profiteer" and his ilk are discountenanced by far-seeing people. Men of
vision perceive that the size of To-morrow's Success will be measured in
direct proportion to its quality of _human service_.
"SERVICE" is the motto of the highest salesmanship. Therefore, in
shaping your plans to succeed, start with the resolve to make yourself a
truly big sales MAN. Do not copy the little, selfish models of
Yesterday. Study the signs of the times. To be out-of-date is equivalent
to being a failure.
[Sidenote: Pint and Bushel Men]
You will need to be big in ability, in imagination, in energy, in your
ideals--but most of all you must be big in MANHOOD. If you are little
and selfish in your life purpose, you cannot be certain of success in
selling to a truly BIG man the idea that you are fully qualified for his
service. Before making any attempt to sell yourself into a desirable
position, take pains to develop as much _man quality_ as characterizes
your prospective employer. You cannot comprehend him if you fall short
of his standard of manhood. To-day the biggest buyers of brains and
brawn recognize their obligations of human brotherhood. If you are
little and self-centered, how can you reach into the mind and heart and
soul of another man who is genuinely BIG? How can you impel him to think
as you wish?
The little man even doubts the existence of big manhood. He cannot
comprehend such size. A pint measure, however much it is stretched, is
utterly unable to contain a bushel. But the larger measure easily holds
either a pint or a bushel. Similarly if you are big in _manhood_, you
can comprehend alike the little man and the big man. You will be able to
deal successfully with both.
[Sidenote: The Clothing Of Manhood]
It is not sufficient, however, that you grow to the full stature of your
biggest man possibilities. It is necessary also that you be _clothed in
the characteristics of manhood_ in order to be _recognized_ as a man.
When you were only an infant, you were safety-pinned into a square of
cloth once doubled triangularly. You graduated to rompers at a year and
a half or two. Then you put on knee-pants, and afterward youth's long
trousers. Now you wear the clothes of a full-grown man. You would not
think of dressing in knickerbockers, or rompers, or--something younger,
to present your qualities and services for sale. Yet your outer garb is
much less important to the success of your salesmanship than is your
_clothing of manhood._
[Sidenote: What is Your Man Power?]
If you hope to assure yourself of man's-size success in life, plan that
wherever you are you will make the instant impression that you are
"every inch a man," not just an overgrown baby or boy. Follow the
example of Paul, that incomparably great salesman of the new ideas of
Christianity. He wrote in his powerful first sales letter to the
Corinthian field, "When I became a man, I put away childish things."
_Compel respect_ by your sound virility. Have a well-founded
consciousness that in manhood you are the equal of any other man, and
you can make everybody you meet feel you are a man _all through_.
What is your size as a sales _man_ now?
Ask yourself this question, and answer it frankly. In order to make sure
of selling yourself into the opportunities you want, you must take your
own measure and fit your manhood to the selling process you have begun
to learn. Beyond a doubt you are now a sales man of _some_ size. You are
selling your physical or mental powers, your services of this kind or
that, with a degree of efficiency directly proportionate to your
man-power.
[Sidenote: The ¼ m.p. Man]
If you are only a ¼ m.p. salesman at present, you lack three-fourths of
the man capacity needed to handle with certain success all the
opportunities of full-size manhood. You were not limited by Nature to ¼
m.p. size. You were born with _full man capacity_. You are like a
gasoline motor developing but a quarter of the power it was designed to
produce--not because of any structural fault in the engine, but simply
for the reason that it does not function _now_ as it was intended to
operate, and as it can be made to work _in the future_ if it is
overhauled and put in perfect condition. The full power capacity
originally built _into_ the motor needs to be brought _out_. Likewise
_your_ man-power plant requires to be made as efficient as possible, in
order to assure you of full man-capability for achieving success.
Maybe your chief fault is poor fuel, and what you most need is good
"gas." You have not been filling up your mind with the right ideas. Or,
perhaps, your piston rings leak; and you lack the high compression of
determined persistence. Another fault might be in your carburetor--you
are not a good "mixer." Or your spark of enthusiasm may be weak. It is
possible, too, that your fine points are caked over by the carbon of
accumulated bad habits. Maybe you have a cracked cylinder--your health
is partly broken down. The fault is in your timer, perhaps. You are not
"on the job" when you should be.
[Sidenote: Your Manhood Can Be Re-built]
No matter what ails your particular engine, _it can be repaired or
rebuilt into a full one-manpower motor of efficiency_. If you limp and
pound along with but a quarter of your capability, it is your own fault
for not overhauling your power plant. Don't continue as a ¼ m.p. man and
blame anybody else, or curse your bad luck because you can't make speed
and carry the load necessary to succeed. _Stop trying to go on crippled
or clogged in manhood_. Run yourself into the repair shop right away and
"get fixed."
You can make your manhood over.
There is full-man capability in you. You can get it all out and put it
to work for your success.
You have the ability to re-make your _character_ entirely, without
changing _your individual nature_.
You must accomplish transformation into _your best self_ before you can
make the most of your opportunities to sell your abilities and services.
It will not suffice that you just are _willing_, or _desire,_ to become
a first-class salesman of your particular "goods of sale." Merely
acquiring information or _knowledge_ of the selling process is not
enough to assure your success in life. Even the most skillful _practice_
of all the sales principles and methods you learn will be insufficient
to guarantee your success--if you do not develop your full _man
capacity_ for sales-man-ship.
[Sidenote: Essentials of the Master Sales Man]
The result of the necessary changes and growth in _your_ manhood will be
an enlarged conception of _all_ men--your greater capacity to understand
and to handle _any one else_ successfully.
It is entirely possible for you to develop and cultivate every essential
quality of the master sales-_man_, and still to be just _yourself_.
[Sidenote: Good Appearance]
The high grade professional salesman makes the best _appearance_ of
which he is capable. Surely you can do that, too. You can train yourself
to grace and ease in your bearing. However unsatisfactory your features
may be, you certainly are capable of looking pleasant, and therefore of
being attractive. It is possible for you to have well-kept hands and
hair; to wear suitable, clean clothes; to be neat.
[Sidenote: Physical Capacity]
First-class salesmanship requires, too, a high degree of _physical
capacity_ for the most effective performance of the selling process. You
need health, virility, energy, liveliness, and endurance, in order to
sell effectively _the idea that you are physically able_ to fill the job
you want most. Physical incapacity is a handicap in almost any vocation.
It can be remedied. It _must_ be remedied as fully as possible in your
case. You may not be very robust naturally, _but you can make the most
of the constitution you have_, with certain success as the incentive
for your fullest possible physical development. Few of us are as well as
we _might_ be.
[Sidenote: Mental Equipment]
Whatever your physical shortcomings, there can be no doubt that you are
capable of developing all the essential _mental_ equipment of the
successful salesman. You only need to comprehend a few elemental laws of
mind science; and then to _train_ yourself to the utmost of your
particular ability--in perceptive power, alertness, accuracy,
punctuality, memory, imagination, concentration, adaptability to
circumstances, stability, self-control, determination, tact, diplomacy,
and good judgment.
Does this seem like a long list of difficult accomplishments? Examine
the items, and realize how easy it is to develop these mental qualities
of masterly sales_man_ship.
Perception is simply looking at things with your mind as well as with
your eyes.
Alertness is no more than mental sharp ears.
Accuracy results from taking pains to be right.
Punctuality is a habit of mind that anyone can develop.
Memory is acquired by practice in remembering things.
You use _some_ imagination every day--use _all_ your imaginative power.
Likewise you occasionally concentrate your thoughts. More exercise in
concentration will develop this mental characteristic.
You adapt yourself to circumstances when necessary, or when you choose.
You can train yourself so that you will be prepared to meet anything
that may happen.
You have a degree of stability of character, otherwise you never would
accomplish anything. Increase your steadfastness by sticking to more
purposes.
Similarly determination, self-control, tact, diplomacy, and good
judgment are merely the natural results of _continual practice_ to
develop these mental qualities.
[Sidenote: Emotional Qualities]
The principal _emotional_ or _heart_ qualities required in masterly
selling are ambition, hopefulness, optimism, enthusiasm, cheerfulness,
self-confidence, courage, persistence, patience, earnestness, sympathy,
frankness, expressiveness, humor, loyalty, and love of others. Think of
these one by one, and realize how many of them you already possess to a
considerable degree.
You may not be optimistic; perhaps you lack self-confidence, or maybe
you are wanting in courage. But with the possible exception of these
three "heart" qualities of the master salesman, you are not deficient
now in the emotional essentials of successful salesmanship. You need
only a _higher degree_ of each.
Develop all your capability in the other qualities, and you will find
you have become an optimist. Your self-confidence, too, will grow as
fast as you increase your ability. When you are full of optimism and
self-confidence, you will not find it difficult to create courage within
yourself. _Then you will have the complete emotional equipment of a
master salesman._ The exact way to develop courage with certainty is
explained in the second chapter of "The Selling Process," with especial
reference to the professional salesman, who _must_ meet his prospects
courageously in all circumstances if he would succeed.
[Sidenote: Ethical Essentials]
Nor is it hard for you to qualify yourself _ethically_ for mastery of
the selling process. Surely your intentions are right. You mean to be
honest and truthful. You can be of good moral character. You expect to
be reliable. It should be easy for you to love your chosen work.
[Sidenote: Spiritual Capacity]
There remains, finally, the essential of _spiritual capacity_ for
selling. It comprises idealism, vision, faith, desire to serve, ability
to understand other men. Perhaps you are deficient in some of these
spiritual qualities now. But with idealism all about you in the spirit
of the world cannot you, too, lift your eyes to higher purposes than the
satisfaction of merely selfish desires? Are you not able to look
broadly, instead of narrowly at life? You know you must have faith--that
you cannot make sure of success if you doubt. Your mission as a true
salesman of yourself should be to serve your prospects by satisfying
their real needs for the abilities you have. Love of others results from
serving them with what you can supply that they lack.
In no respect, then, from personal good appearance to spiritual
capacity, need you be other than _your best possible self_ to qualify
for certain success with the selling process.
[Sidenote: Change and Growth Necessary]
Reference has been made repeatedly in these pages to the necessity for
_change_ and _growth_ in your man character before you can become a
master salesman of your full capability for success. Of course you
cannot change your _nature_ into a different _nature_; any more than one
form of life can be transformed into an entirely distinct form of life.
It is impossible to develop a carrot into a calla, or to make a dog of a
pig. But the _elements_ of any particular form of life may be altered,
most radically.
[Sidenote: Develop Use, Activity and Quality Of Elements]
So you can develop: (1) the _use_; (2) the _degree of activity_; (3) the
_quality_, of any element in your present salesman equipment.
For example, it is generally recognized that suitable clothes help to
create a good impression. Therefore you should _use_ to the _highest
degree of activity_ and of _quality_ what you know about the effect of
dress in helping to create a good impression. But, to particularize, do
you (_use_ your knowledge) polish your shoes, even if it is no more than
flicking off the dust with your handkerchief, every chance (_highest
degree of activity_) you get when they need it? And when you polish your
shoes in the morning preparatory to starting your day's work, do you
just give them "a lick and a promise," or do you "make 'em shine?"
(Highest degree of _quality_.)
[Sidenote: Animal Training]
The "stupid" pig can be taught to do as phenomenal tricks as the
"intelligent" dog. It is possible to train a pig so that he will appear
to be able to discriminate among colors, to tell time, even to perform
simple operations in arithmetic. At the circus or vaudeville we sit in
wonder while the "educated" stupid pig, alertly afraid of the trainer's
whip, performs stunts of seeming _intelligence_. Under the stimulus of
fear he acts like a quick-thinking dog. In truth he _has_ been changed
by training, from the _pig characteristic_ of utter stupidity to the
_dog characteristic_ of rudimentary intelligence. But in _nature and
form_ he remains just a pig. If you should see him among other pigs in a
pen, you never would mistake the "educated" pig for a fat puppy.
In the trained pig the _use_ of his pig mind is developed to an unusual
degree of _activity_ and of _quality_ to save himself from punishment
and to gain the tidbits that reward his performance of tricks. The
purpose of the trainer is accomplished by changing and developing the
_mind functioning_ of the pig. No trainer would attempt to change the
_nature_ of a pig--to develop a pig into an elephant, a different
_creature_. Only _characteristics_ can be changed or developed.
[Sidenote: Plant Development]
Luther Burbank has accomplished with plants even more extraordinary
changes and developments in characteristics than have been achieved by
the most expert trainers of animals. He could not make a carrot into a
calla; but he did take the dwarf natural calla plant and develop it into
a splendid lily that bears flowers measuring a foot across the petal. He
also multiplied the characteristic colors of the natural calla and has
evolved great blossoms of a score of shades, from pure white to jet
black.
The noted plant wizard developed, too, the naturally small, hard, dry,
sour prune and transformed it into a juicy, sweet fruit that is bigger
and more delicious than our common plum.
He also succeeded in altering radically an element of the natural
walnut, which had a characteristic covering skin of bitter tannin over
the meat inside the nut shell. For countless centuries walnut trees had
been in the habit of covering the meat of their nuts with this tannin
skin. Luther Burbank trained selected walnut trees to give up this fixed
bad habit, and to produce nuts the meats of which were not enveloped in
bitter coverings.
[Sidenote: Man Making]
Since expert trainers have been able to accomplish such marvelous
changes and developments in the characteristics of lower animals and
plants--not changes in the form of life, but alterations so nearly
miraculous that they seem almost to be changes in nature--is there the
least doubt that you, a _man_, excelling every other animal, and every
plant in consciousness and intelligence, are capable of the most
radical, elemental changes in your present self?
Cannot _you_, then, certainly develop and _use_ to a much higher degree
of _activity_ and _quality_ the MAN characteristics you now possess? Of
course you can! You need but to learn the _science of yourself_--to get
full knowledge of what you are and of what you might be--by studying the
_big, best qualities in you_. After that you will need _to make the
most_ of what you learn about your true self. Intensive self-study will
reveal to you all the possibilities of your enlarged and bettered
personality. When you know you have developed your biggest, best
manhood, you certainly will feel increased power to sell your "goods."
Of all living creatures, Man is the most adaptable, is capable of the
greatest development, and responsive in the highest degree to desires
from within and to influences from outside himself. Only a stupidly
ignorant man would hold to the belief that the elements of his character
cannot be radically changed and developed. At present you may be
handicapped with what you have considered "natural disqualifications"
for success. Then _study_ yourself thoroughly, _one detail at a time_.
Follow this self-analysis by intelligent practice in the active use of
your best qualities, and determine to _change_ your "disqualifications"
into _salable characteristics_ that will help you to succeed.
[Sidenote: No Normal Man Lacks Qualifications For Success]
Certainly a slouch can straighten up, wash his dirty hands and face,
dress neatly, and suggest proper regard for his appearance. The physical
weakling is able to build considerable strength into himself. Dullards,
unless their brains are stunted, may develop surprising intellectual
keenness. Careless men can train themselves to painstaking accuracy.
Individuals who are habitually late may become models of punctuality.
The man of flighty thoughts can concentrate. It is possible to control a
quick, bad temper. Tact, diplomacy, and good judgment can be learned and
used efficiently by the countless thousands of people who now are
tactless, undiplomatic, and characterized by poor judgment.
So it is with the principal emotional, ethical, and spiritual qualities
of the master salesman. _You_ have them _all_, elementally. _Certainly
you can develop any selected element to higher activity and use it_ to
help you sell true ideas of your best capabilities.
Maybe you have fought long and vainly for self-confidence, for courage,
for will power. Perhaps you have realized for years that you are slow in
perception, and have struggled to make yourself take mental snap-shots
of details and conditions. You have wished and willed and worked to be
agreeable and courteous; yet perhaps you lose friends by your
characteristic disagreeableness and lack of courtesy. If, in spite of
all you so far have done to improve yourself, you have been unable to
get rid of your faults and defects, you are apt to question the
statement that you _certainly can_ develop such qualities as you most
desire.
[Sidenote: Decision Will Power Hard Work Insufficient]
No doubt you have _decided_, probably you have _willed_, very likely you
have made a _persistent struggle_ to change your characteristics. You
honestly have tried hard to grow, and to increase your man capacity.
Consequently your failure may have left you rather hopeless about ever
succeeding as you once expected to succeed. Perhaps you have given up
your case as "too tough a job." We will assume that you are not so young
as you wish you were, and that you have committed to memory the
fatalistic, hoary lie, "You can't teach an old dog new tricks." But
recall the fixed habit of bitterness the walnut had for centuries, the
color and size of the natural calla, the sour taste of the little wild
prune, which the plant wizard changed most radically without using any
"wizardry" at all. He just _applied scientific knowledge_ in his
training of walnut trees and callas and prunes and other forms of
vegetable life. Have you tried his method of development? Do you know
exactly what he did?
If Luther Burbank had merely _desired_ and _willed_ that the walnut
should give up its old bad habit, he never could have accomplished the
job of development. He might have _insisted persistently_ for a
life-time that the little, sour, dry prune should become more luscious
and larger than the plum; but it would have remained the same in size
and other characteristics as it always had been, despite his continued
determination. Desire, will, and persistence were but preliminary steps
toward the complete accomplishment of his purpose with the prune.
[Sidenote: Luther Burbank's Method]
Burbank worked out in his mind and by actual experiments _distinctive
methods_ of development--_development and changes along particular,
definite lines._ He selected for the prune he _wanted to produce,_ (an
imagined, ideal prune) certain desirable qualities of the plum--the best
plum characteristics. He studied _what produced these particular
qualities in plums_. Then with his exact, scientific knowledge of the
_similarity in nature_ of the plum and the prune, and his equally
definite knowledge of the _differences in their characteristics_,
supplemented by his knowledge of _exactly what produced_ the difference
in the two fruits, he started his experiments with natural prune trees.
He led specimens through a pre-determined scientific process of
training. He succeeded in getting his experimental prune trees to
develop discriminatively, almost as if they had the power of choice,
_particular plum qualities in preference to others._ But the result was
not a transformation of the prune trees into plum trees. The fruit of
the tree he evolved was just a _perfected_ prune. He simply developed
_all the capability_ the prune had originally to be _like_ a plum in
deliciousness.
[Sidenote: Natural Growth Without Struggle]
Note just here one very important feature of the Burbank method of plant
development and change. It did not involve any _struggle_ or _hard work_
on the part of his trees. He merely provided _natural_, but
scientifically _selected_ conditions and food; knowing that his prunes
then would grow naturally in the particular ways he wanted them to
develop, and in no other ways at variance with his plan.
Perhaps the primary fault in your ineffective effort to develop yourself
into the man you want to be, is that it has been a _struggle_. _Natural_
growth always is _easy_. Growth involves a struggle only when one or
more of the _means_ of natural growth are lacking. Luther Burbank wished
his prune trees to develop certain selected qualities of the plum.
Therefore he provided his wild prunes with the same means he had used
effectively _with plums_ to increase _their_ lusciousness. He knew these
means should have a _similar_ effect on _prunes_. When he had provided
the natural means of discriminative development, he left the rest to the
_natural growth_ of his prune trees. They began to develop the selected
plum qualities _easily_, and generation after generation became more and
more like plums.
[Sidenote: Two Bases Of Growth Mind and Body]
Now let us consider briefly: first, the _bases_ of natural, easy growth
of selected man qualities; second, the _processes_ that take place in
the development of desired man qualities, some of which may not have
seemed to exist previous to the evolutionary training; third, the
training _methods_ that should be employed to make these processes most
effective and to produce the particular results wanted and no others.
There are _two bases of development in every one_--the inner and the
outer man. The _real himself_ is the inner man, which psychologists call
the "Ego." But there is something else in the make-up of every man, his
_body_. Each of us recognizes his body--not as _himself_, not as his
ego--but as _belonging to_ the real, or inner himself. A man thinks and
says, "_my_ body" just as he considers and refers to anything else that
is his.
The discrimination between the two parts of "_You_" must be understood
at the very start of your self-development. All your plans for the
growth of the characteristics you need to assure your success should be
based on comprehension of your _duality_. The two "You's" in yourself
not only are distinctly _different_, but they are also very intimately
_related_ in all their functions. Neither your "ego" nor your body is
independent of the other part of your duality. So, of course, both must
co-operate fully in every _process_ of your self-development; and your
_training methods_ should be planned for the bettered growth of your
inner and outer man _as a team_.
[Sidenote: Team-work Processes]
You understand now that your growth should be on a dual basis; that you
have two different men to develop, not just one; and that they must be
handled _discriminatively_, but _together_.
Next it is necessary that you know in _exactly what ways_ the activities
of the mind man, or ego, are related to the activities of his body, or
the physical man. Otherwise you cannot comprehend the team-work
processes by which any desired qualities of manhood can be developed
from their rudiments. Perhaps the reason you have not yet succeeded
fully is that you have been a "one-horse" man and have not trained your
dual self to be an effective _mind-and-body_ team pulling together. It
takes both mind and body to bring to market successfully all the "best
capability" of a man.
[Sidenote: Training Methods]
Evidently, as a pre-requisite to self-development, one should have
knowledge of the particular processes that result _surely_ in natural,
easy, rapid growth. Otherwise he would be more than likely to employ a
wrong or only partly right _method of training_. So as a student of
yourself you need to start with comprehension of your two _bases_ of
development, mind and body. It is necessary next that you acquire
scientific knowledge of the distinct but related _processes_ of
developing your two selves severally to work together as a team. Then
you must learn the particular _methods_ of coöperative mental and
physical training that are most effective in accomplishing the man
growth you desire.
[Sidenote: Neither Mind Nor Body A Unit]
Not only have you two selves, but neither "You" is a _single unit_. Your
mind, as well as your body, is made up of distinctly different but very
intimately related and associated _parts_. Your "mind" cannot be
developed as a _whole_. Its parts must be severally bettered and
strengthened in coordination, just as the physical man is developed by
training his various muscles.
You know you have _distinct sets of muscles_ which all together make up
your _composite body_. Perhaps, however, you have not realized before
that your _mind_ is not a _unit_, but is made up of innumerable distinct
"mind centers," each of which functions as independently of the others
as your set of eye muscles operates independently of the set of muscles
governing the movements of one of your fingers. And possibly you do not
know that each _mind_ center has a distinct _brain_ center, which
functions for that _particular part alone_ of your whole mind. _Each
associated mind-and-brain center_ also has direct, distinct nerve
connections _with only one set of muscles_.
In fact, you are "a many-minded, many-bodied" man--a collection of
mental and physical _parts_, a composite man rather than a man unit.
These several parts are in large measure practically _independent_ of
one another. One set of body parts "belongs to" only its particular
associated set of mind parts, or mind center.
[Sidenote: Independent Mind and Body Centers]
If you were constituted otherwise, your life would be very precarious;
for the injury or destruction of even a minor part of your body would be
fatal to the whole unit. As it is, you can lose a finger without
affecting your eye-sight in the least. So you might suffer a localized
brain injury that would completely paralyze a finger, without impairing
your sight at all. Either the mind center that governs a finger, or the
set of muscles in that finger can be affected without necessarily
reacting upon any _other_ mind center or any _other_ set of muscles.
[Sidenote: Interrelation Of the Ego And Physical Man]
_But if the mind center that governs a certain set of muscles is
affected, that set of muscles also is directly affected and at once.
Likewise if anything happens to a particular set of muscles, the
reaction is instantly transmitted to its associated mind center through
the "direct wire" nerves and brain center which particularly serve that
part of the mind_.
Great scientists have studied mental and physical phenomena in
inter-relation and have learned certain facts. For example, it is known
that "the mind" not only affects the general functions of "the body,"
but also the rate of bodily activity and the chemistry of body tissues.
Long-continued hard thinking actually does "wear a man out." It consumes
blood and brain tissue. It "slows him up." It may impair his digestion
and appetite. We all know these things, but the scientists know just
_why_ we feel _physically_ tired after using only our _minds_.
They have learned also that every activity of the _mind_ has a direct
effect on the _brain substance._ That is, each mind operation _through_
the brain _changes_ its physical structure in some degree. Mental effort
or relaxation increases or decreases the amount of blood in the brain.
When you have been using your mind very hard, your head "feels heavy,"
and it _is_ unusually heavy then on account of the extra amount of blood
weight. Even the temperature of the brain, particularly of that portion
of the brain which is especially functioning at a given moment, is
changed with every mental effort.
[Sidenote: Slow Muscles Slow Mind]
There is abundant scientific proof that the quality and quantity of
muscle, brain, and nerve (_physical_) activity in a particular
individual are accompanied by corresponding qualities and quantities of
_mental_ activity. That is, when a person's muscle action, nerve
response, and brain action are sluggish, his _mind_ also develops a
characteristic of slow action. And vice versa.
We say of a certain acquaintance that he has an alert mind. But his
"ego," or mental self, could not act quickly and alertly if his _brain_,
the physical instrument of his _mind_, did not receive and transmit
impressions swiftly to his mentality. The _brain_ does not _think_. It
is as purely physical as any other part of the body. It just _handles_,
or transmits in and out, to and from the _mind_, the various impressions
sent _in_ by different sense muscles, and the mental reflexes or
impulses sent _out_ by the innumerable mind centers. Your mind works
_through_ your brain. Of course, therefore, the quality and quantity of
mental work _you_ are capable of doing are limited by the degree of
handling-or-transmitting _efficiency_ characteristic of _your_
particular brain structure.
[Sidenote: Value of Practical Psychology]
Any interference with the _brain_ quality or quantity of an individual
naturally interferes with his normal _mental_ functioning. If a
particular part of a man's brain is injured, the associated mind center
is harmed likewise and his mental _quality_ is affected in proportion.
Should a certain portion of his brain be cut out, the total _quantity_
of his mental powers would be correspondingly reduced. We all know these
things about the brain and the mind. But only a few scientists are
familiar with many _details_ of the _inter-relation of mind and brain
and muscles_, which should be known to all people who want to make the
most of themselves. The salesman of himself needs to understand his
"goods" thoroughly; so as we study the selling process that completes
the secret of certain success, we dig into _practical psychology_ a
little way now in order to stimulate in you a desire for further
exploration of that gold mine of opportunities.
[Sidenote: Physical Manifestations of Ideas]
The mind depends on the brain, in coordination with the nerves and
muscles, to _express_ thoughts. That is how your _inner_ or "ego"
sales-man gets his ideas _out_ of your physical salesman, and _shows
them_ to the minds of prospective buyers. You can make another person
conscious of your thoughts only by some _perceptible physical
manifestation_ of the idea you wish to convey to him. Evidently, then,
in order to succeed in developing your big sales manhood and in making
effective impressions of it on others, you must learn both _how to
think the ideas of big manhood into your own mind_ most effectively and
how to _show them outwardly_ with masterly skill. The first process is
man development; the second is sales-_man_-ship, or _manhood
self-expression for the purpose of controlling the ideas of other men_.
[Sidenote: Selling A Thought]
There is but one way to indicate or express what is going on in your
mind. Your thoughts can be physically shown only by _muscular action_ of
some kind. Brain and nerve action are hidden, but muscle action can be
perceived. If your _muscular action_ expresses exactly the _idea_ you
desire and will and use it to manifest, your mind is able to get its
_thought_ across to another mind--_to sell_ the idea.
Conversely, if your muscle action--your outer, perceptible
self--expresses something _different_ from your thought intention, your
mind has failed to make the true impression of your idea. It may be that
an impression directly contradictory to your thought has been made by
your muscles working at cross purposes. So the truth in your mind won't
get across to the other man's mind--not because your _idea_ was untrue,
but because it has not been _physically interpreted_ by your muscles as
you _intended_. For example, you might stand so much in awe of a man you
greatly admire that you would avoid speaking to him, and in consequence
would appear to him indifferent or cold. Your physical appearance would
belie your intentions.
Perhaps, if you have failed in life or have only partially succeeded,
despite the qualifications you possess for complete success, your
_muscles_ may be principally to blame. The parts of your idea-selling
equipment that _can be perceived in action_ probably have not "delivered
the goods" of sale correctly.
[Sidenote: How Knowledge is Accumulated]
Not only is your mind absolutely dependent on the muscular system of
your body for any true _expression_ of the real _you_ inside; it
likewise must depend on the activity of your various sets of muscles to
get all the _incoming_ sense impressions that make up whatever
_knowledge_ you have.
Have you realized how your present fund of information was accumulated?
Everything you know came into your conscious mind originally through
impressions first made on your various "sense" muscles, and then
transmitted by nerve telegraph to directly connected brain centers,
which in turn passed on to their associated mind centers these original
impressions of new ideas. Many repetitions of similar sense impressions
were needed to register permanently in your mind your first conceptions
of different colors, scents, etc. Thus you learned to think. The process
was _started_--not by your _mind_--but by your various "sense" muscles.
These received from your environment impressions of heat, cold,
softness, hardness, etc., and passed them in to associated brain-mind
centers, which thus commenced to collect knowledge about the world which
you entered with a mind _absolutely empty of_ ideas.
If a child might be born with a good brain, but with his general
muscular system completely paralyzed, _he could learn nothing at all_
regarding the world. He would have no conscious mind. No sense
impression of smell, light, taste, sound, or feeling could be received
by the brain of such a child; for no original perceptions of any kind
could be taken in. He would be like a complete telegraph system with
every branch office closed. No intelligence would be transmitted; since
no message could be even filed for sending. Because of the paralysis of
the sensory muscles, the child's conscious mind would remain blank.
[Sidenote: Each Mind-Center Must Be Developed Specifically]
Recall now that you have a _multiplex_, not a single brain. That is,
your so-called "brain" is made up of innumerable, distinct "brain
centers" which function quite independently of one another. No
particular unit requires help from any of the others in order to do its
especial work with full efficiency. _Each center attends only to its
specific business in your life_. It rests, or relaxes from activity,
when it has nothing to do; or when the particular muscles it governs are
not in use. And, of course, when a certain _brain_ center rests or is
inactive, its associated _mind_ center also rests or is inactive.
As already has been stated, the mind of a man is built up, _through_ the
brain instrument, by the _sense impressions_ transmitted to his
consciousness. In other words, _all he knows with his mind first came
into his mental capacity from outside impressions of things and ideas_.
The fewer the impressions that come into the mind through the brain, the
less does a man know. And only the impressions that come into a
_particular_ mind center develop _that_ center. (For example, the
development of keenest eyesight by many _optical_ impressions would not
affect at all a man's ability to discriminate among the tones of music,
would not give him "a good _ear_.")
[Sidenote: Weak or Undeveloped Centers]
It is evident, therefore, that if a _particular brain center_
temporarily or permanently is deprived of right and sufficient exercise
in transmitting sense impressions, _its coordinated mind center_ will be
stunted in its growth or starved for lack of mental food. This is why a
man is awkward in using his native tongue when he returns to the country
of his birth after a long residence among people of a different nation
where that language was not spoken. But a little exercise of his brain
in transmitting again the sound of his native tongue will quickly
stimulate his mind with the renewed supply of this particular mental
food to which it formerly was accustomed. In a few weeks he will use
the old language naturally; whereas another man, who never had spoken
it, would require years to build up such full knowledge from a start of
complete ignorance of the language.
Evidently, too, a _weak_, undeveloped brain center would be incapable of
receiving _strong_ mental impulses from its coordinated mind center, and
of transmitting them in full strength to the particular muscles governed
by that mind center. This is why, if a man's _brain center_ of courage
is undeveloped, even the most courageous _thoughts_ will not make his
body _act_ bravely. His legs may run away against his will to fight. The
physical instrument of his mind (his brain), and also certain associated
sets of muscles, must be sufficiently exercised in the _action_ of
courage to build up within him the _physical structure_ of fearlessness
that will be instantly responsive to a _mental attitude_ of bravery.
[Sidenote: Right Exercise for Development]
If for any reason the brain instrument is weak or undeveloped, it can
handle only weakly either in-coming messages to the ego from the senses,
or out-going impulses from the mind to the muscles. So, because of this
undeveloped brain instrument, the full capability of neither the inner
nor the outer man can be built up and put to use. Obviously, therefore,
if one is ambitious to succeed, he needs to know and to practice the
_coordinated mind-brain-muscle exercises_ that will increase the
quantity and better the quality of his man capacity. Since he is a
"many-minded, many-bodied" man, _general_ physical and mental exercise
will not develop the _particular_ qualities required to assure his
success. Each and every mind-brain-muscle set must be built up
individually by _specific_ exercises which strengthen _that particular
unit_ of the multiplex man. Then, of course, all his units should be
taught to work _together_ to make his success certain with his
all-around capability fully developed and coordinated.
[Sidenote: The Discriminative-Restrictive Method]
Luther Burbank worked out "discriminative-restrictive" methods of growth
that may be applied as successfully to men as to plants. He could not
have built up the ability of a prune tree to produce _delicious_ fruit
if he had not fed into the tree structure, or instrument of production,
a sufficient quantity and high quality of the _particular plant foods of
deliciousness_. He restricted his experimental prune trees to the
development of specific delicious qualities, by giving them no food
except that _discriminatively_ selected for his purpose. That is, he
made them develop in one way and in one way only, when he was making a
particular test.
Similarly, as has been stated before, you can develop the specific _man_
qualities you need to succeed. You must _feed_ to a particular mind
center, through the related brain center, _selected sense impressions_.
These can come only from the coordinated set of _muscles_ governed by
that mind-brain center. Then you should _exercise_ the specific brain
center and set of muscles in the production of mental reflexes, or the
mind fruit. Acts of courage, for example, are the fruit of brave
thoughts.
[Sidenote: Brain Development]
A particular brain center, of course, will be strengthened both by the
_food_ of sense impressions it is given, and by the _exercise_ of
handling messages to and from the mind. The brain, or physical
instrument of the mind, is like an intermediary or go-between of the ego
and the body. It is of the utmost importance that it should do its work
efficiently. Otherwise the full capability of neither the outer nor the
inner man can be utilized.
If Brown passes something to Jones, who passes it along to Smith; then
Smith passes it back to Jones to be re-passed to Brown--Jones, the
middle agent of transmission or handling instrument, whom we are
comparing to the brain, might be so awkward, slow, and inefficient as a
go-between that the possible ability of Brown and Smith in passing would
be nullified or greatly hampered. But if the inefficiency of Jones is
blamable to his inexperience, it evidently can be changed to efficiency
by _sufficient right exercise_ in passing. The more of that sort of work
he does, in either direction, the better passer will Jones become.
His exercise, however, must be _in passing_ things, if _passing_
capability is to be developed. He would not become a better and quicker
_passer_ by any amount of exercise in taking things apart, or in
inspecting things--wholly dissimilar functions.
[Sidenote: Training in Passing]
Moreover, Jones would not become an expert passer of _glassware_ as a
result of practice in passing _bricks_, for the two kinds of things are
not handled alike. Indeed, the man accustomed to passing bricks might be
more likely to break glassware than another man who previously had no
particular skill in passing anything. The expert brick-passer would be
apt to forget sometimes that he was passing glass. His muscles might
treat the fragile ware with the rough habit acquired in passing bricks.
Plainly, discriminative-restrictive methods of training are required to
perfect capability in any _particular_ kind of physical passing; however
much skill in _general_ passing may have been developed. If Jones should
become expert in passing pails of liquid, he would nevertheless need to
train himself anew in order to pass frozen liquid efficiently in the
form of cakes of ice. And, to particularize still more, it would be
necessary for him to learn how to pass different liquids. Water and
thick molasses in pails should not be handled alike.
Similarly the various brain centers, as passers of different sense
impressions and mental reflexes in and out, require, each of them--like
Jones--the _specific_ exercises that will develop _their several
particular_ abilities. The _individual brain unit_ (as of courage,
memory, judgment, etc.) is strengthened only by handling the in and out
business of _its_ coordinated muscles and mind center. Also, while a
particular set of muscles and coordinate mind center are strengthening
their brain center by the exercise they give _it_, they are both being
developed by the same exercise of passing along sense impressions and
thoughts to each other through the brain--like Smith and Brown.
[Sidenote: The Process Of Growth]
Returning to the comparison of Burbank's methods with man development,
we perceive again how the principle of discriminative-selective training
is applied to accomplish the growth of certain characteristics needed
to assure a man's success. The plant wizard in his initial tests gave
to his undeveloped prune trees particular food and conditions and
treatment selected for the purpose of imparting specific qualities of
deliciousness. A prune _somewhat improved_ in deliciousness was
the first result. Then from the product of that _improved_ prune
he started _another_ cycle of development. He fed the selected food
of deliciousness to the improved prune tree, and a fruit _more_
delicious resulted. His work was simply plant breeding by the
discriminative-restrictive method. Brain breeding is a similar process
of _particularized, cumulative_ development.
[Sidenote: Begin With Specific Training of The Outer Man]
All the foregoing rather complicated explanation of "psychological
processes" has seemed necessary to make a clear impression of the _right
training methods_ for building within you any quality you need to assure
your success. You must begin by training your _outer_ man.
You can develop a particular mind-brain center (such as the center of
courage) only by the discriminative-restrictive training of those
portions of your _body_ which are directly related in activity and
responsiveness to that mind-brain unit of the multiplex YOU. Training of
_any other_ set of muscles will not develop the particular mind-brain
center you want to build up, and would be a wrong procedure.
You should _begin_ with specific training of particular sets of _sensory
muscles_ because, as we have seen, that is the _natural_ order of the
process of growth. It is how you began to learn everything you know. You
can increase and improve your present limited, conscious knowledge most
effectively by taking into your mind from your _trained_ particular
senses _more and better_ impressions than you ever have taken in before.
[Sidenote: Developing Persistence]
Suppose your success has been hindered by your lack of persistence. You
need to develop _that quality_ in particular. Let us see how the
discriminative-restrictive principle should be applied specifically to
assure you of building _persistence_ within yourself.
First it is necessary that you discriminate between _this one_ quality
and _all others_; especially between it and the quality of
_determination_. Very _different_ training methods are required to
develop persistence and determination respectively. When you are just
"determined" to do a thing, your jaw muscles, your arm and back muscles,
perhaps all your commonly known muscles, will be hardened _as long as
you remain determined, but no longer_. They will relax when the occasion
for determination has passed. The habit of instantly tensing your
muscles temporarily whenever you need to be determined will very greatly
strengthen and improve the efficiency of your brain-mind center of
_determination._ But that _temporary_ hardening of your muscles will
only slightly affect the development in you of _characteristic
persistence_.
[Sidenote: Developing Determination]
Hence the training of your muscles for building the habit of
determination within you should be concentrated on exercise in _changing
swiftly_ from comparative laxity to _muscular tension_. That is, in
order to accustom your _mind_ to hardening with _determined thoughts_
whenever determination is needed, you should train your _muscles_ to
harden _in coordination_, and thus to support your mental determination
by the complementary _physical suggestion_ of the same quality.
You do not need to use determination _all the time_; so it will be
sufficient if your muscles are taught to be _quickly responsive_ to
determination of mind on any occasion. (You know it helps you to carry
out a resolution if you stiffen your body at the moment you make up your
mind to do a thing, but _continued_ stiffness of the body in
determination would be a strain likely to weaken your power of action
unless backed by a tremendous, stored-up reserve strength of muscles.)
Begin your practice for the development of determination, then, by
training your muscles to tauten the instant you think determinedly. Your
brain-mind center of determination will also be strengthened by the
exercise that builds up the supporting habit of muscle action in
coordination. Millions of men have failed in life because their
determined thoughts were not reenforced by stiffened backbones.
[Sidenote: Discrimination Between Determination and Persistence]
Now let us discriminate between muscle training to develop the
characteristic of _persistence_ and the training already described for
the building of determination. In order to strengthen your persistence,
you must transmit through the distinct brain center of persistence to
the corresponding mind center, the impression of muscles _permanently
developed in firmness_, not just capable of temporary hardening on
occasion.
The _characteristically persistent_ man has gradually developed his
lax-muscled, sagging, baby chin into a jaw that is habitually firm,
whether or not he happens to be determined to do anything at a given
moment. His muscles do not sag utterly, even when he is asleep. He
probably wakes up in the morning with his teeth clenched. So, whenever
his coordinated brain-mind center perceives that the quality of
persistence is required, and starts to apply it, the _mental impulse_ to
persist is backed by a _permanent firm muscle structure_ that can stand
up as long as the mind needs the physical support.
[Sidenote: A Slump in Determination]
In contrast, the man who is only characteristically _determined_, but
who lacks _persistence_ in his determination, has developed just the
habit of hardening his muscles _for the time_ he is determined on doing
a particular thing. That does not exercise his muscles sufficiently to
make them firm _all_ the time, whether under tension or not.
Consequently his determination is likely to slump if his resolution is
subjected to a long strain. He does not possess muscular structure
sufficiently strong to support persistence in his determination.
_Habitual lack_ of firmness in the jaw muscles, as you know, results in
a sagging chin; which detrimentally affects the brain-mind center of
persistence. A man whose jaw habitually hangs loose may be capable of
great _determination_ for a while, but he is not _persistent in
character_. He might clench his teeth, stiffen his body, and plunge into
the surf to rescue a drowning person; but his first resolution to
effect the rescue would be weakened by the cold water and by fear. He
lacks the quality of the bulldog that will die rather than loose its
teeth from another dog's throat.
[Sidenote: Muscles Express and Impress Ideas]
The coordinated muscles _express_ the mental attitude, as we have
perceived; and equally they _impress_ the mind with _their_ attitude. If
you have a sagging chin, you are incapable of the mental bulldog grip of
persistence. So _tighten up your jaw muscles, and never let them hang
utterly loose_, if you are resolved to develop the characteristic of
"stick-to-it-iveness." _Begin_ with _muscle_ training, for your muscles
must be utilized to start the process of building up your brain-mind
center of persistence.
[Sidenote: Developing Perception]
When you train the particular sense muscles that transmit external
_impressions_ to a particular brain-mind unit (the same muscles that
reflexively _express_ the ideas of that one part of your multiplex ego)
you may be absolutely _sure_ of developing a particular related
characteristic. For example, if you want to sharpen your _perceptive_
faculties so that you will see with the _eyes of your mind_ much more
than the _ordinary_ man perceives, exercise your _physical_ eyes in
taking snap-shots that you can see clearly in detail _with your
imagination_ when you look away from an object after a glance at it. Try
glancing at the furnishings of your room, then shut your eyes and
construct a mental picture. When this is definitely clear to you, open
your eyes. The reality will be very different from your imagined
picture. But _sharpen your perceptive faculties_, develop a "camera
eye;" then the reality will be exactly impressed on your mind. Witnesses
in court often contradict one another, in all honesty, simply because
their ability to perceive actualities is not highly developed. In
consequence, they get false mental impressions of happenings or things
they severally have seen.
[Sidenote: Three Processes Of Mental Development]
There are but three _processes_ of mental development:
The first process comprises _getting information_ from a _sense_ to its
associated _brain center_, which then makes the _mind_ center conscious
that particular information has been transmitted to it.
The second process is _organizing_ the information in the mind center,
with relation to _other_ information _previously_ brought to the mind.
In the third process the mind center directs its co-related brain center
to send out certain _impulses of action_ to the corresponding muscular
structure.
Let us analyze an illustration of these three processes of mental
development. Suppose first you _hear_ something that concerns a
particular prospect for your "goods of sale." Second, you comprehend the
_significance_ to you of what you have heard. Third, your mind directs
your muscles to make a particular _use_ of what you have comprehended.
The original mental impression has been _fully developed_ because you
employed all three processes. If you had not completed the cycle of
development, you would have given your mind only partial exercise with
what you heard.
In order to become a master salesman, you must _take in_ many
impressions, perceive their _significance to you_ and how you can make
use of them, then _act_ on your comprehension of what you have learned.
There are countless failures in the world who might have been successes
if they had not stopped their possible mental development at the first
or second stages.
A man might know an encyclopedia of facts, but be a failure.
He might comprehend how to use his knowledge, and still be a failure.
_Success comes only to the man who acts most effectively on what he
knows_.
[Sidenote: Right Practice Of the Three Processes]
In order to secure quick and effective results, the _practice_ of the
three necessary processes of development should be:
First, _definitely conscious_. You need to _know just what_ quality you
want to develop in yourself.
Second, _discriminative_. You must learn the _differences_ between what
you _want_, and what you _don't want_ to develop in particular.
Third, _restrictive_. It is necessary that in your training to develop a
certain quality, you _concentrate_ your practice on the respects in
which this particular quality differs from other qualities.
Most of us are pretty _definitely conscious_ of what we want. We know
just the qualities we would like to have. But very few people employ
most effectively the _discriminative-restrictive methods of training_ in
their processes of development.
[Sidenote: Importance of Differentiation]
It is impossible to develop a particular quality fully if you only
recognize its _likenesses_ to other qualities. _Real mental development
is accomplished only as a result of the recognition of differences_.
After studying twins for a year, you still might be unable to tell them
apart if you were impressed solely with their remarkable similarity to
each other. Another man, with a mind discriminatively and restrictively
trained to recognize differences, would learn in five minutes to
distinguish the individualities of the twins.
Almost phenomenal development can be attained by use of the
discriminative-restrictive training method. The minutest distinctions
can be perceived if one concentrates his practice for mental growth on
the recognition of _differences only_. Individuals who have lost one
or more senses become extraordinarily adept in detecting contrasts with
their other senses. A normal man, possessed of all his senses, is
capable of even greater development of his powers of differentiation.
You know how remarkably a blind man learns to "see" with his fingers
and ears. But need you lose the sense of sight before you can comprehend
the lesson of his example to you? You realize that you appear to lack
many essential qualities of success. Know now that these are all merely
_dormant_ in you. They can be awakened and developed to an
extraordinary degree if you train yourself consciously in the
discriminative-restrictive use of all your sense tools. You would do it
if you were blind. It certainly should be much easier to accomplish the
desired transformation with your eyes open to aid your other senses.
[Sidenote: Whatever You Lack Now You Can Develop]
The significance of all this is that you need not be permanently
handicapped in your sales-_man_-ship by any present lack of particular
qualifications for success. _It makes no difference what you happen to
be short of now_. By properly coordinating your brain-mind-muscle sets
or centers, and by using all three in the processes of your development,
_you can make yourself over almost miraculously_. Will power, courage,
exact and wise judgment, persistence, patience, rapid thinking,
constructive imagination--_any and all qualities you want_ CAN be
developed in you, even though they now seem not to exist.
Your development is limited only by the practically limitless number of
unawakened cells in your brain. Most of your potential mind centers are
asleep yet. _You can wake up the slumberers with your various sense
muscles, and vigorously exercise them into activity for your success_.
You have been handicapped because you have been carrying so many
"dead-heads" that ought to be working or paying their way.
_Remember that growth of any brain-mind center can be begun and
continued only by the exercise of the coordinated set of sense muscles
in transmitting impressions from outside yourself and in expressing your
thoughts_.
[Sidenote: Your Limitless Brain Capacity]
The number of cells in the human brain has been estimated at from six
hundred millions to two billions. The greatest genius who ever lived
doubtless had scores of millions of brain cells that remained more or
less idle, if not sound asleep, all his life. Nature has furnished you
with a plentiful surplus of grey matter in your head. Do not be afraid
that you will exhaust or tire out your brains by your self-development.
_Put into your work all the brains you can waken with your various
senses. And keep the alarm clocks wound up_.
William James, the great psychologist, wrote, "Compared with what we
ought to be, we are only half awake. Our fires are damped; our drafts
are checked. We are making use of only a small part of our physical and
mental resources. There are in every one potential forms of activity
that actually are shunted from use. Part of the imperfect vitality under
which we labor can thus be easily explained. One part of our mind dams
up--even damns up--the other part."
[Sidenote: Growth Can Be Assured And Success Made Certain]
Can you become a big sales MAN? Of course! You have all the necessary
tools to make yourself over in any way you will--your muscles, nerves,
brain, and mind. Use them cooperatively, as they were meant to be used,
_in their respective sets_--not as if you were a mental-physical unit.
_To develop your sales manhood you need only to apply real thinking in
the processes of your daily life_. Study out the reasons and effects of
all your acts and expressions. Your experimental psychological
laboratory should be yourself, undergoing at your hands the
transformation from what you are to what it is possible for you to
become. Begin making your man-stuff over. Each successive step will be
easier to take. _Your growth, when you employ the right processes and
methods, is certain_. Therefore your success in making yourself a big
sales man can be _assured_.