He is at the top of his strength as he nears the
goal. All his training and practice have had but one ultimate object--a
successfully _completed_ sale. He knows that _nothing else counts_. He
does not lose the ball on the one-yard line. He pushes it over for a
touchdown. He cannot be held back when he gets that close to the goal
posts. You must be like him if you would make the "almost sure" victory
a _certainty._
[Sidenote: Don't Fear To Take Success]
Perhaps the commonest cause of the failures that occur at the closing
stage is the salesman's _fear of bringing the selling process to a
head_. He is in doubt whether the prospect will say "Yes" or "No." His
lack of courageous confidence makes him falter when he should bravely
put his fortune to the test of decision. He does not "strike while the
iron is hot," but hesitates until the prospect's desire cools. Many an
applicant for a position has talked an employer into the idea of
engaging his services, and then has gone right on talking until he
changed the other man's mind.
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