When a worthy man fails, he loses out because
he lacks an essential _positive_ factor of certain success--the ability
to _sell_ his capabilities. _By mastering the selling process this
failure can turn himself into a success_.
[Sidenote: Self-advertised Disqualifications Unrecognized Capabilities]
We are sure of the failure of the man who is utterly disqualified to
succeed; not because he _has_ particular faults, but because they
_self-advertise and sell the idea_ of his disqualifications for success.
His characteristics and actions make on our minds an impression of his
general worthlessness. Defects are apt to attract attention, while
perfection often passes unnoticed.
Millions of worthy men, otherwise qualified for success, have failed
solely because their merits were not appreciated and rewarded as they
would have been if recognized. Capabilities, like goods, are
_profitless_ until they are _sold_. Therefore the man who deserves to
win out in life can make his victory _sure_ only by learning and
practicing with skill the certain success methods of the master
salesman.
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