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.
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