Every salesman
should realize that prospecting furnishes the nourishment for
salesmanship, but some so-called salesmen do practically nothing to
ensure themselves an abundant food supply. They merely absorb the tips
that come their way. Like sponges they sop up the limited quantity of
selling chances they happen to get. That is not the way to feed one's
ambition with opportunities.
Comprehend that you must _seek actively_ for your best prospects. You
should not stop searching until you find what you are looking for.
Myriads of men have failed because they did not make _an earnest, hard
effort to discover chances_ to succeed, or because they _did not persist
in the exploration_ of their fields of opportunity. You know that other
men no more capable than you are succeeding all about you. Certainly,
then, _your_ chance _exists_. Seek it in your own thoughts and in the
circumstances of your every-day living. Put a great deal of time and
toil into your search. You cannot afford to loaf on this preliminary
job.
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