Certain Success. Norval A. Hawkins
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Norval A. Hawkins
Certain Success
Published by Good Press, 2019
EAN 4064066243357
Table of Contents
How to Study Certain Success with The Selling Process
CHAPTER I The Universal Need For Sales Knowledge
CHAPTER II The Man-Stuff You Have For Sale
CHAPTER III Skill In Selling Your Best Self
CHAPTER IV Preparing to Make Your Success Certain
CHAPTER VI Gaining Your Chance
CHAPTER VII Knowledge of Other Men
CHAPTER VIII The Knock At The Door Of Opportunity and The Invitation To Come In
CHAPTER IX Getting Yourself Wanted
CHAPTER X Obstacles In Your Way
CHAPTER XI The Goal of Success
CHAPTER XII The Celebration Stage
To Begin With—
Salesmanship Essential to Assure Success
There are particular characteristics one can have, and particular things one can do, that will make failure in life certain.
Why, then, should not the possession of particular opposite characteristics, and the doing of particular opposite things, result as certainly in success, which is the antithesis of failure?
That is a logical, common-sense question. The purpose of this book and its companion volume, "The Selling Process," is to answer it convincingly for you.
Success can be made certain; not, however, by the mere possession of particular characteristics, nor by just doing particular things.
Your success in life can be assured; but only if you supplement your qualifications and make everything you do most effective by using continually, whatever your vocation, the art of salesmanship.
Why Are Some Men Failures Who Deserve to Succeed?
Life can hold nothing but failure for the ill-natured, unsociable, disgusting tramp who is known to be ignorant, lazy, shiftless, a spendthrift, a liar, and an all-around crook. Such a worthless man will make a complete failure of life because he is so dis-qualified to succeed.
On the other hand certain success ought to be achieved by the good-natured, intelligent, reliable man who continually wins friends; the truthful man who has a fine reputation for thrift, honesty, neatness, and love for his work. He seems entirely worthy of success. Yet for reasons that baffle himself and his friends it sometimes happens that such a man is unsuccessful.
The defeat in life of one who appears so deserving of victory seems to prove that success cannot be assured by the development of individual characteristics and by doing specific things. But such a wholly negative conclusion would be wrong. When a worthy man fails, he loses out because he lacks an essential positive factor of certain success—the ability to sell his capabilities. By mastering the selling process this failure can turn himself into a success.
Self-advertised Disqualifications Unrecognized Capabilities
We are sure of the failure of the man who is utterly disqualified to succeed; not because he has particular faults, but because they self-advertise and sell the idea of his disqualifications for success. His characteristics and actions make on our minds an impression of his general worthlessness. Defects are apt to attract attention, while perfection often passes unnoticed.
Millions of worthy men, otherwise qualified for success, have failed solely because their merits were not appreciated and rewarded as they would have been if recognized. Capabilities, like goods, are profitless until they are sold. Therefore the man who deserves to win out in life can make his victory sure only by learning and practicing with skill the certain success methods of the master salesman.
The Duty to Succeed
Down through all the ages has come the duty to succeed. It was enjoined in the Parable of the Talents. No one has the right to do less than his best. Then only can he claim full justification for his existence. The Creator accepts no excuses for failure. Every personal quality, and every opportunity to succeed that a man has, must be used, to entitle him to the rewards of success. He owes not only to himself and to his fellows, but also to God, the obligation of developing his utmost capability. If he does not pay dividends on the divine investment in him, his dereliction is justly punished by failure in life. Sometimes he even forfeits the right to live.
Success Cannot be Copied
Many ambitious people, who recognize their duty to succeed but do not know how to go about it, make a common mistake in thinking. They believe the secret of certain success can be learned from examples; that success can be copied. So men who have succeeded conspicuously are often asked to state and explain their rules, for the benefit of other men who regard them as oracles.
Other Men's Formulas
Doubtless you have read much about Marshall Field, J. Pierpont Morgan, Charles M. Schwab, and similar outstanding business men. You have studied their principles of success. You have tried to practice their methods. But somehow the most careful following of their directions has not made you a multi-millionaire, nor can you see riches as a prospect. Naturally you are both disappointed and puzzled. Perhaps you have tested faithfully for years various formulas of success extracted from the advice of successful men. Yet you have failed, or have achieved only partial and unsatisfying success. You have been unable to solve the problem that you once felt so sure could be worked out by the rules you mastered.
Maybe you have become discouraged and have given up, in disgust, your ambition for achievement. Very likely you have said to yourself, "Success is so much a matter of luck and circumstances, there's no way to make sure of it. I've done everything that Marshall Field, J. Pierpont Morgan, and Charles M. Schwab have counseled; but I'm still plugging along on an ordinary salary. Rules