You will know _surely_ that you _have_ prospects, just _what_ and
_where_ they are, and their _full worth_ to you.
Of course, prospecting is only _part_ of the selling process; so your
knowledge and skill as a prospector will not suffice to guarantee your
_complete_ success. However, at this preliminary stage you can be
certain that your search for rich chances to succeed will not be a
barren quest.
The present chapter will help you to make sure of gaining for yourself
such opportunities as lead to complete success in the field of your
choice. We will observe and understand how the skillful salesman
prospects for the purpose of increasing his sales efficiency. We will
study the principles and methods of prospecting he uses successfully;
for his practices, applied to your job of selling yourself, will
certainly improve your chances to succeed. We will see also how your
very best prospects can be _created_ by masterly salesmanship.
[Sidenote: Hard Work Necessary]
At the outset comprehend that no other step in the selling process
involves so much _hard work_ as you will need to do in order to find all
your possible chances of success and to make the most of them.
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