Certain Success. Norval A. Hawkins
the full stature of sales manhood that is necessary to gain complete success. If your manliness is dwarfed now, you cannot succeed largely in selling true ideas of your best and biggest capabilities, until you rid yourself of the character faults that are stunting your growth as a sales man.
The Little Man Out-of-Date
Realize at the outset that the time has passed forever when the little man, with the narrowly selfish outlook for "Number One," might succeed. The demand of the future will be, however, not so much for BIG men as for big MEN. The world no longer looks up to Kaisers and Czars. Success has ceased to be merely a towering figure. Hereafter the one sure way to succeed will lead through the door of brotherly understanding of the other fellow, into the common heart of mankind. Only salesmanship can open that door with certainty.
We are entering a new business era, where the old individualistic methods of attaining so-called "success" will be worse than useless. Many of them even now are forbidden by law. All the practices of the "profiteer" and his ilk are discountenanced by far-seeing people. Men of vision perceive that the size of To-morrow's Success will be measured in direct proportion to its quality of human service.
"SERVICE" is the motto of the highest salesmanship. Therefore, in shaping your plans to succeed, start with the resolve to make yourself a truly big sales MAN. Do not copy the little, selfish models of Yesterday. Study the signs of the times. To be out-of-date is equivalent to being a failure.
Pint and Bushel Men
You will need to be big in ability, in imagination, in energy, in your ideals—but most of all you must be big in MANHOOD. If you are little and selfish in your life purpose, you cannot be certain of success in selling to a truly BIG man the idea that you are fully qualified for his service. Before making any attempt to sell yourself into a desirable position, take pains to develop as much man quality as characterizes your prospective employer. You cannot comprehend him if you fall short of his standard of manhood. To-day the biggest buyers of brains and brawn recognize their obligations of human brotherhood. If you are little and self-centered, how can you reach into the mind and heart and soul of another man who is genuinely BIG? How can you impel him to think as you wish?
The little man even doubts the existence of big manhood. He cannot comprehend such size. A pint measure, however much it is stretched, is utterly unable to contain a bushel. But the larger measure easily holds either a pint or a bushel. Similarly if you are big in manhood, you can comprehend alike the little man and the big man. You will be able to deal successfully with both.
The Clothing Of Manhood
It is not sufficient, however, that you grow to the full stature of your biggest man possibilities. It is necessary also that you be clothed in the characteristics of manhood in order to be recognized as a man. When you were only an infant, you were safety-pinned into a square of cloth once doubled triangularly. You graduated to rompers at a year and a half or two. Then you put on knee-pants, and afterward youth's long trousers. Now you wear the clothes of a full-grown man. You would not think of dressing in knickerbockers, or rompers, or—something younger, to present your qualities and services for sale. Yet your outer garb is much less important to the success of your salesmanship than is your clothing of manhood.
What is Your Man Power?
If you hope to assure yourself of man's-size success in life, plan that wherever you are you will make the instant impression that you are "every inch a man," not just an overgrown baby or boy. Follow the example of Paul, that incomparably great salesman of the new ideas of Christianity. He wrote in his powerful first sales letter to the Corinthian field, "When I became a man, I put away childish things." Compel respect by your sound virility. Have a well-founded consciousness that in manhood you are the equal of any other man, and you can make everybody you meet feel you are a man all through.
What is your size as a sales man now?
Ask yourself this question, and answer it frankly. In order to make sure of selling yourself into the opportunities you want, you must take your own measure and fit your manhood to the selling process you have begun to learn. Beyond a doubt you are now a sales man of some size. You are selling your physical or mental powers, your services of this kind or that, with a degree of efficiency directly proportionate to your man-power.
The ¼ m.p. Man
If you are only a ¼ m.p. salesman at present, you lack three-fourths of the man capacity needed to handle with certain success all the opportunities of full-size manhood. You were not limited by Nature to ¼ m.p. size. You were born with full man capacity. You are like a gasoline motor developing but a quarter of the power it was designed to produce—not because of any structural fault in the engine, but simply for the reason that it does not function now as it was intended to operate, and as it can be made to work in the future if it is overhauled and put in perfect condition. The full power capacity originally built into the motor needs to be brought out. Likewise your man-power plant requires to be made as efficient as possible, in order to assure you of full man-capability for achieving success.
Maybe your chief fault is poor fuel, and what you most need is good "gas." You have not been filling up your mind with the right ideas. Or, perhaps, your piston rings leak; and you lack the high compression of determined persistence. Another fault might be in your carburetor—you are not a good "mixer." Or your spark of enthusiasm may be weak. It is possible, too, that your fine points are caked over by the carbon of accumulated bad habits. Maybe you have a cracked cylinder—your health is partly broken down. The fault is in your timer, perhaps. You are not "on the job" when you should be.
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