"
[Sidenote: Your Personal Responsibility]
When you look for prospects in your selected field of
service-opportunities recognize your _personal responsibility_ for the
successful development of the chances you find. Before you begin
prospecting, realize that _what you make of your opportunities is solely
up to you_. Assume all the responsibility for your own success; then you
will have no excuse to blame any one else if you fail. Should things not
go as you wish, say "It's my own fault," and feel that way. _The true
salesman never apologizes to himself._ So if you have not found your
prospects, or if you have not made the best use of the chances you have
discovered, kick at the man who is responsible. Don't get sore on the
world at large.
[Sidenote: Follow-ups]
Perhaps what has been said thus far has over-emphasized the process of
prospecting for the _first_ chance to succeed. Maybe it suggests to you
that if one can get an opening, the hardest part of the effort to assure
success will have been accomplished.
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