If you have not grasped your
chance, it was because you did not _know how_ to reach out with all your
capabilities. In other words, possessing the fundamental qualifications
for success, you have stood in the midst of the world's need for such
capabilities as yours, _but you have not gone through the selling
process_.
You have failed thus far to achieve your ambition, simply because _you
have been an unsuccessful salesman of yourself_ to the world.
Perhaps you never have thought of yourself as a salesman. You may not
have realized the importance _to you_ of knowing and practicing the
principles of skillful selling. Only one per cent of the people in the
United States _call_ themselves salesmen or saleswomen. Yet in order to
succeed, each of us must sell his or her particular qualifications. Your
knowledge and use of the selling process are essential to assure your
success in life.
* * * * *
[Sidenote: Master Salesmen Made, Not Born]
The best commercial executives agree that the most effective selling
representative of a house is not the "natural born" salesman, but the
salesman who is _made_ highly efficient by training.
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