So
the first step in the process of developing your skill as a salesman of
yourself is the study of the _right tools_ for making impressions of
"true ideas of your best capabilities." You must know, also, the
scientific rules that govern the _most effective use_ of these right
tools. Technique, however, is only the _basic element_ of salesmanship.
On the foundation of your sales _knowledge_ it is necessary to build
sales _skill_ that will completely cover up your technique. Your
perfected sales art should seem, and really be _second nature_ to you.
Your salesmanship probably will be crude until you overcome the
awkwardness of handling unfamiliar tools, or familiar tools in ways that
are new to you. But "practice makes perfect." The use of the right
technique in selling true ideas about your best self will soon become
natural.
[Sidenote: Making Success Easy]
The _skillful_ sale of ideas is accomplished _without waste of time or
energy in the selling process_. The unskillful, would-be salesman not
only fritters away his own time and effort, he also wastes the patience
and power of the man to whom he wants to sell his "goods.
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