The measures of salesmanship he had taken made it
practically certain that the executive would not employ any one else
before talking to him. Ward went to his room and waited for the
telephone call he was sure would come. While he sat expecting it, he
used the time to think out the best ways to approach the big man with
whom he wanted to work.
The salesman candidate was summoned in about an hour. None of the
applicants ahead of him had come prepared with any definite plans.
Therefore my acquaintance, who knew in advance just what the conditions
were and who had decided exactly how he would present his particular
capabilities, found it easy to secure the chance he desired. He is
earning a salary of four thousand dollars a year now, and is on his way
up to a five-or-six-figure job. He will get there, "as sure as
shooting." A salesman like that cannot be kept down.
[Sidenote: Turning Failure Into Success]
I asked Ward one day what he would have done if the telephone call he
expected had not come.
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