_The Celebration Stage_
[Sidenote: What Are You Going to Do With Success?]
You know now the _certain_ way to get your chance to succeed in the
vocation of your choice. You are convinced that a _good salesman_ can
create and control his opportunities in any field, can bring himself to
good luck in the right market for his services. You are resolved to
master the art of selling, and so to insure your future against any
possibility of failure. You feel confident of success; because you are
willing to earn it by the diligent study and practice of salesmanship.
There is no doubt in your mind that when you become a skillful salesman
of your best capabilities, you can get a chance to succeed. _Now what
are you going to do with success after you gain it?_
Suppose you had sold yourself into the very opportunity you want,
suppose you had won the coveted job or promotion, _how would you
celebrate_? It has been said that a man shows his real self either in
the moment of his failure or in the moment of his success. Let us assume
that you have reached your present objective. You stand at the goal, a
winner. Does your victory _intoxicate_, or does it _sober_ you with the
realization that you have but opened the way to limitless fields of
bigger service ahead? Has success gone to your _hands_ and made them
tingle with eagerness to grasp more chances to succeed, or has it gone
to your _head_?
[Sidenote: The Stepping-Stone to More Sales]
_The celebration stage of the selling process should be the first
stepping-stone leading to another successful sale._ Often it proves to
be a stumbling block that marks the beginning of a downfall to failure.
Rare is the man who is not spoiled a little by achievement. _Success is
the severest test of salesmanship._
[Sidenote: Spoiled by Success]
I recall a chief clerk who worked more than a year for promotion to the
position of assistant manager. He earned the better job, and was
assigned to the desk toward which he had been looking longingly for
sixteen months. Then he "celebrated" by starting to take life easy. He
developed a manner of superiority. He acted as if the little foothill he
had climbed was a big mountain. He sunned himself on the top, basking in
complacency because he had risen above his former clerkship.
One day he was called into the manager's office. He came out chop-fallen
and took his personal belongings from the assistant's desk. Another man
was promoted to the place he had failed to fill. He went back to his
clerk's stool and is roosting there today.
[Sidenote: Egotism's Downfall]
I know a salesman who closed so many orders the first time he covered
his territory that he came back to headquarters with an inflated idea of
his importance. He strutted into the president's room and boasted of
what he had done. The delighted head of the business gave him a cigar
and invited him to tell the story. The salesman betrayed such egotism
that his employer was disgusted. The president was plain-spoken. He
warned the successful salesman against getting a "swelled head."
The egotist felt insulted. He resigned his position, arrogantly
declaring that he would not work for a house where results were so
little appreciated. He was cocksure of himself. However, when he offered
his services to a competing firm, his application was turned down. The
rebuff stunned him. He did not realize that his egotism disgusted the
second executive as much as the first. The salesman's spirit was broken.
He has never since been more than a fair peddler.
[Sidenote: Giant and Pigmy Successes]
Think of "successful" men you know. _Compare them as they are now with
the men they used to be before they succeeded._ As they rose did they
loom bigger and bigger in your respect, or grow smaller and smaller in
admirable qualities? There are so-called successful men whose characters
seem to be dwarfed by the mountain tops they attain. Other men grow to
be giants and overshadow any eminences they climb. The littleness of the
last Kaiser and Crown Prince of Germany was only emphasized by their
elevation above the common people. On the other hand the bigness of
Lincoln and Roosevelt was so tremendous that their personalities towered
above even the highest honor in the world.
[Sidenote: Breaking Training]
_When football players are fighting_ for the championship of the season,
they are governed by rigid rules of living. _They keep themselves fit_
by strict diet, by the avoidance of all dissipations, by hardening
exercise, and by recuperative rest. But after the "big game" is won,
they break training. They stuff themselves with rich food until their
bodies and minds are sluggish. Then they celebrate their victory by some
sort of jollification that lasts half the night. _The next day a
second-rate team could beat the champions._
A man who has kept himself lean, hard-muscled, and healthy all the way
to the achievement of his ambition is apt to take on flabby flesh and
gout when he succeeds. The celebration of Thanksgiving is an ordeal from
which one does not recover for weeks. Turkey and mince pie immoderately
eaten are poisons. Our annual Feast Day is more deadly than the Fourth
of July.
[Sidenote: Rusting in Self-Satisfaction]
A great many people "break training" mentally as well as physically at
the celebration stage. _Their minds and muscles turn flabby after they
succeed. They are so proud of their accomplishments that they rust in
self-satisfaction._ Then, usually too late for remedy, they find
themselves afflicted by the rheumatic twinges of deep-seated discontent
with what they have done.
We are all familiar with the tragedies of the farmer who sells his acres
and moves into town "so that he can take life easy," and of the business
man who retires from his "daily grind" to enjoy the fortune of success.
So long as they remained at work they were vigorous in mind and body.
But nearly always men who give up their accustomed activities begin to
develop mental and physical ailments soon afterward. They age and break
down in a few years. _In order to stay well, one must keep going. It is
far less wearying to walk than to stand still. Normal fatigue of mind
and body are not so exhaustive of mental and physical energy as torpid
idleness._
[Sidenote: Advance or You Will Slip Back]
Probably you do not think of quitting work for a long time. You look at
your future retirement as a remote possibility. Very likely you feel it
is premature to consider "your declining years" now, when you are in the
full vigor of ambition. _But if you stop advancing, in order to
celebrate your progress thus far, you have quit working your way ahead.
If you stay contented with what you have done, even for a little while,
you have temporarily retired from the game of success and are in danger
of rusting into a partial failure. If you do not continue moving ever
upward, you will slip into a decline without realizing that you are
going back and down._
[Sidenote: The Zest for Work]
The successful salesman thrives on his work, and pines for it when he
"lays off." He welcomes the end of his annual vacation with more zest
than its beginning. He celebrates each order gained by planning at once
how he will get another. He is like Alexander, who sighed only when
there were no more worlds to conquer. He is as perennially tireless as
Edison, the wizard who is never weary. _To the true salesman there is no
enjoyment equal to selling._ He often declares that he "would rather
sell than eat."
[Sidenote: Pattern after Master Salesmen]
You know the importance of being a _good salesman_. You have studied the
methods he uses throughout the selling process. Now at the celebration
stage pattern after the _masters_ of the profession. Do not get into the
bad habits of the _mediocre fellows who slacken their efforts after each
success_, and who need the spur of necessity to make them do their
utmost.
When a good salesman has booked an order, and has taken pains to make a
fine last impression on his customer, he does not go to his hotel and
play Kelly pool, or otherwise spend the rest of the day just loafing
around. Only the poor salesman celebrates in such a way; _thereby
showing that his successes are so rare he is not used to them_.
[Sidenote: Starting After The Next Chance]
The good salesman looks at his watch the moment he is out of his
customer's sight. He makes a swift calculation of the time it will take
him to reach and sell the next man on his list. If he has no other
prospect nearby, he starts looking for one that minute. His keen eyes
catch every name on the business signs he passes. _His imaginative mind
is planning how he can use the order he just has closed, to influence
some other buyer to make a contract._ If there are no additional
customers for his line in the town, he sprints to the station to catch
the first train up the road. _He does not waste a minute getting to his
next selling opportunity_.
[Sidenote: Pepper and Poppies]
Some pretty good salesmen never win the grand quota prize in a sales
contest _because they take so much time out for celebrating the big
orders they close_. If they land a fine contract in the morning, they
don't try to do much selling that afternoon. The prize-winning salesman,
too, is delighted to secure a big order. But he doesn't say to himself,
"That will put me 'way ahead on the sales record for today." Instead he
grins and thinks, "This is _my day_. I'm going to fatten up my batting
average while I'm going good." _Success is pepper to him, not the poppy
drug that slackens energy._
[Sidenote: Continual Accumulation]
You have worked hard to get the chance you now have. You have paid for
it with your best efforts. _It represents an accumulation of your
salesmanship._ The good job or the promotion you have gained is like a
savings account. Let us compare it with the first hundred dollars a
thrifty man puts into the bank for a rainy day. Would he celebrate the
accumulation of that moderate amount of money, the first evidence of his
ability to save, by quitting the practice of spending less than his
earnings? Would he then say to himself, "I am now successful as a
saver"? Would he stop putting a few dollars in the bank every Saturday,
just because he already had a hundred?
[Sidenote: The Building Process is Gradual]
No. He would _continue_ to save until he had enough "units of thrift,"
enough hundreds of dollars, to take a _longer_ step toward success. He
would invest his accumulated savings in a lot, or house. Perhaps he
would start a business of his own. After his investment he still would
continue to save. So he would _build_ his success.
_All building is a gradual, continual process_. The bricks are laid _one
after another_. It takes many to complete the structure. _Likewise a
series of minor successes must be built into a major accomplishment._ It
does not rise all at once.
If you are tempted to pause where you are in order to celebrate, ask
yourself, "_Is this really the celebration stage_?" Probably you will
find you have only laid the corner-stone, or made an excavation for the
foundation of your success. You would not think of having a housewarming
because you had finished the basement walls. Nor would you consider it
an occasion for especial jollification the day you erected the
scantlings around the first floor joists. Not until the walls are up and
the roof is on, not until the house is plastered and papered and
painted, not until it is finished would you think of standing on the
sidewalk to look it over pride fully and exult, "I did that. It's a good
job."
[Sidenote: Repeated Building]
But if you complete _one_ house, you will not only feel the satisfaction
of accomplishment, you will also want to build _another_ that would be a
great improvement on the one just finished. You will be _healthily
dissatisfied with what you have already done_. Very likely you will sell
the first house at a profit, and straightway start to put up a better
building on another lot. In time you will sell that, too. You will
continue the procedure until you become a master builder of houses, and
continually achieve more and more success.
We have assumed that you now are successfully in possession of an
opportunity. You have sold yourself into the very job you want, or into
a better position that you believe will afford you fine chances to
advance. _Do not slump or relax in salesmanship. Do not think back, or
spend much time contemplating your present success. Look ahead to your
next sale_ of true ideas of your best capabilities. _The successful
salesman is a quick repeater._ He counts his accomplishments in
_totals_, not by units. He has successful "_years_," each made up of
about three hundred successful working days. He plans in _campaigns_; so
he is not inclined to over-celebrate the winning of a battle.
[Sidenote: Make Each Goal a New Starting Point]
Samuel McRoberts, vice-president of the great National City Bank of New
York, started working for Armour & Company at a small salary in the
early nineties. He was a young man who was always _healthily ambitious
to keep moving ahead_. He "ate up" the minor work assigned to him, and
celebrated the completion of each task by asking at once, "What next?"
In a few years he had risen by successive promotions to the position of
treasurer of Armour & Company. But that wasn't a _goal_ to McRoberts. It
seemed to him only a _good starting point_ to bigger successes in the
financial world. He became a director of several banks, an officer in
important railroad and other corporations. _He continually enlarged his
service value_ until he was called to New York's greatest bank, and took
his place among the masters of American finance.
He did not loll back in his chair then and start taking it easy. _He
packed more and more accomplishments into every day._ When the war
began, he went to Washington to take executive charge of the job of
procuring ordnance for the fighters. He held a post analogous to that of
Lloyd-George when he was Minister of Munitions for Great Britain.
McRoberts made good as a brigadier general, and after the war resumed
his success in business. Whatever he did, wherever he worked, Samuel
McRoberts _smiled welcomes to more opportunities for service, and
reached out his ready hands to grasp them_.
[Sidenote: Celebrate by Tackling the Job Ahead]
_That is the way to celebrate--by tackling the job ahead. There is no
end to the selling process. One sale should lead directly to another_.
The good salesman celebrates only the opportunity to get the next order
in prospect. He may chuckle to himself over the sale just closed, but he
does his rejoicing on his way to a new selling chance.
[Sidenote: Dynamic Confidence Static Complacency]
You haven't "arrived" yet. You are just well started. _Keep moving, and
you will never "see your finish."_ Your successes thus far should have
developed a considerable degree of _self-confidence._ Be careful not to
let that _dynamic_ quality change into the _static_ element of
_self-complacency._ Never be satisfied with what you have done. _Always
have the zest of appetite for more to do_. Add every day to your success
chances.
Do not lose either your self-respect, or the respect of the men with
whom you are associated, by _ceasing to grow. Do more than you are paid
for, and pretty soon your job will be unable to hold all your earning
capacity_. You will be promoted to bigger opportunities. _If you shrink
in the place you occupy now, your future chances will shrivel to fit
your smaller size_. The way to get a better-paying job, to win a bigger,
more profitable field for your salesmanship, is to _crowd your present
position with your capabilities_. Burst out of your limited territory
and spread over more ground.
[Sidenote: Serving Friends]
Render your utmost possible service to other people. Celebrate each
opportunity to form a friendship. _Make some one like you for what you
are willing to do for him_. Hold your friends, once they are made. As
Emerson advised, "Be concerned for other people and their welfare. Put
their interests sometimes ahead of your own. You can love your fellow
men so much that you will never trample on their rights; and while you
yourself keep climbing, raise as many of them as you can along with you.
That is the way to make friends."
Celebrate the good fortune of your business associates, rather than your
own. When a big contract is closed by your employer, be as tickled over
it as he feels. Genuinely rejoice in his success. _Have no envy of the
man above you, then when you rise to a higher level the men below you
will not be likely to feel jealous_.
[Sidenote: Ford and Schwab]
Why has Henry Ford won so unique a place in the personal regard of the
everyday man? Ford is one of the richest men in the world; yet he is not
hated. What is the reason for his general popularity? He is not an
idler. He has celebrated each success by taking on another job. And he
always has given a hand-up to the other fellow instead of kicking him
down so that he might climb higher because of his failure. He has
understood and sympathized with the hopes and viewpoint of people who
work. As a result countless men and women, most of whom never have seen
him, think of Henry Ford as their friend. His finest success is not
signified by the millions of money he has accumulated, but by the
millions of friendships he enjoys.
Charles M. Schwab, too, is popular. He is a man whom people like.
Because he was so successful in winning friends, rather than for his
generally recognized business ability, he was made the head of the
Government's ship-building program in the war. Other men were eager to
work with and for Charles M. Schwab. The co-operation of thousands of
friendships, new and old, more than anything else enabled him to succeed
in his big, patriotic job. How much more he has to celebrate in his
wealth of good will than in his great fortune of dollars! Schwab has
been called the most successful salesman in the world, which is another
way of saying that he has no equal in ability to make other people both
trust and like him.
[Sidenote: The Truest Wealth]
You may never accumulate millions of dollars. _That in itself is not
success. Many wealthy men are failures in life. But with the aid of
masterly salesmanship you can so enrich yourself with friendships and
the opportunities they bring that making all the money you want will be
merely incidental to your real success_. Let every accomplishment be a
stimulus to better selling of your service. Celebrate successful sales
of your ideas by undertaking to sell more true ideas about your best
capabilities in a larger field of usefulness.
[Sidenote: The Revolving Door]
The good salesman goes from opportunity to opportunity through a
revolving door. As it closes on one selling chance, it opens on another.
He steps directly from a finished sale into the prospect of getting an
order elsewhere. So he never stops selling.
You have sold yourself some knowledge of salesmanship. Do not rest
contented with what you have already learned. These chapters should but
whet your appetite for more opportunities to master the principles and
methods of selling true ideas of your best capabilities. So as you close
this book, reach out your hand to open another. You cannot over-study
the subject of salesmanship. _Never be satisfied with what you know_.
Continue to search for more golden knowledge, and make it yours by
practicing everything you learn.
[Sidenote: Failure Impossible to The Good Salesman]
It is impossible to fail in life if you become a master salesman of the
best that is in you. You will be sure to succeed. So here is Good Luck
to you! Keep on making it for yourself, and you never will run out.
CERTAIN SUCCESS WILL BE YOURS.
* * * * *
It is you that you offer for sale,
With your traits ranged like goods on a shelf,
And the first thing to do, without fail,
Is to make a success of yourself.
EDGAR A. GUEST.