And all your other capabilities in gaining your chance will be of no
avail if your purpose meets resistance; unless you are equipped
beforehand with friendly courage, the _kind of real bravery that is
likable_.
[Sidenote: Genius]
It is highly important to your success that you be able to make the
impression that you are a person of _genius_. Genius, analyzed, is no
more than the exceptional application of natural ability to doing work.
Application demands complete attention. Attention leads to
discrimination. Discrimination concentrates, of course, upon the
recognition of differences. And differentiation depends principally upon
sense training in alertness. Unless a sense is very keen, it cannot make
distinctions sharply. _So we get back to the primary necessity of
developing all your senses and of keeping them wide awake to perceive
and act upon chances for success_.
[Sidenote: Memory]
Your discriminative power of perception will be well-nigh valueless to
you, however, if you are unable to recall whenever needed, all the
points of difference possible to utilize in your salesmanship.
Pages:
237
238
239
240
241
242
243
244
245
246
247
248
249
250
251
252
253
254
255
256
257
258
259
260
261