_Success is a matter of fractions and decimals, not of big units_. A few
thousand American soldiers and marines turned the tide of German victory
at Chateau Thierry. "It is the last straw that breaks the camel's back."
If you _begin_ the selling process by the finest prospecting, and _keep
on_ with equal effectiveness throughout all the following steps of
salesmanship, you will gain so many more chances than you otherwise
could get that _your success in the end will be assured_. The master
salesman works with _certainty_ that he will secure his quota of orders.
He knows in advance that he will succeed; _because he knows sure ways to
sell_.
Good prospecting is just a natural process, intelligently comprehended.
It is neither mysterious nor hard. It is one of the preliminary,
understandable ways to make success not only _sure_, but _easy_ to
attain.
CHAPTER VI
_Gaining Your Chance_
[Sidenote: Getting Inside The Door]
We will assume that you have qualified yourself to succeed; that you
have developed your best capabilities in knowledge, in manhood, and in
sales skill; that you have completed the general preparation necessary
to assure your success in marketing your particular qualifications; and
that you also have learned how to find and to make the most of your
prospects.
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