Any one can easily be friendly. But have you developed
_all your ability_ to smile genuinely? Have you cultivated the hearty
tone of real kindness so that now it is _unnatural_ for you ever to
speak in any other way? Do you perform friendly acts of consideration
for others on _every_ occasion, as second nature?
If your honest answers to such questions must be negative, you are not
a good salesman of your best self all the time.
[Sidenote: Your Salable Qualities]
Your most salable quality may be dependability, rather than quick
thinking. If this is the case, concentrate your salesmanship on making
impressions of the true idea of _your reliability_. Your greatest
success will be achieved in some field of service where dependableness
is a primary essential. You may be _naturally unfitted_ to make a star
reporter, but _peculiarly qualified_ to develop into the cashier of a
bank.
Should you happen to be unattractive in features, your job is to
transform your homeliness into a _likable_ quality--not to try to make
yourself appear handsome.
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