You might think, "A single
little slip and I'd lose out. It's a thousand to one against me." The
fact is that the odds on the side of failure are very heavy in the case
of an _ordinary_ man. If you can _reduce_ them only a little _in your
own case_, you will get a start towards success because of the slight
lessening of your handicap.
[Sidenote: Value of Knowing a Single Step]
I recall a man who mastered but three principles of _prospecting needs_.
With this limited knowledge of salesmanship he was able to induce a
great financier to open the door of opportunity and take him into a
field of rich chances to earn a fortune. Another friend of mine got his
start solely from knowledge of a manufacturer's principal hobby. What
he knew about the "single tax" enabled him to plan a sure approach to
the mind of the factory owner. A young lawyer in Chicago seized upon a
chance for fame and wealth in his first meeting with a poor, seemingly
unsuccessful inventor. In each of these instances a single step of the
selling process, taken correctly, carried the salesman through the door
of opportunity and brought him within reach of the beginnings of
success.
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