When your mind _catches sight_
of success chances, they will look _familiar_ to you because of their
similarity to opportunities you _previously had thought about_ and
connected with your own qualifications. If you are prepared to perceive
and to appreciate fully each indication of a success opportunity that
comes within the range of your mental vision, you will promptly begin
working a chance "for all it is worth," as if it were a newly discovered
gold mine.
[Sidenote: Service Purpose In Preparation]
Possibly what you have read has unduly impressed you with the idea that
the salesman's motive in his preparation is selfish. So perhaps it is
well to pause here for the reminder that your primary salesmanship
purpose should be true _service_. You are preparing yourself thoroughly
in knowledge of your full sales value, _as a measure of success
insurance and self-protection._ It is not true sales service to give a
buyer value greatly in excess of the price quoted. It is right for you
to make sure in advance about your full worth.
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