into activity for your success_.
You have been handicapped because you have been carrying so many
"dead-heads" that ought to be working or paying their way.

_Remember that growth of any brain-mind center can be begun and
continued only by the exercise of the coordinated set of sense muscles
in transmitting impressions from outside yourself and in expressing your
thoughts_.

[Sidenote: Your Limitless Brain Capacity]

The number of cells in the human brain has been estimated at from six
hundred millions to two billions. The greatest genius who ever lived
doubtless had scores of millions of brain cells that remained more or
less idle, if not sound asleep, all his life. Nature has furnished you
with a plentiful surplus of grey matter in your head. Do not be afraid
that you will exhaust or tire out your brains by your self-development.
_Put into your work all the brains you can waken with your various
senses. And keep the alarm clocks wound up_.

William James, the great psychologist, wrote, "Compared with what we
ought to be, we are only half awake. Our fires are damped; our drafts
are checked. We are making use of only a small part of our physical and
mental resources. There are in every one potential forms of activity
that actually are shunted from use. Part of the imperfect vitality under
which we labor can thus be easily explained. One part of our mind dams
up--even damns up--the other part."

[Sidenote: Growth Can Be Assured And Success Made Certain]

Can you become a big sales MAN? Of course! You have all the necessary
tools to make yourself over in any way you will--your muscles, nerves,
brain, and mind. Use them cooperatively, as they were meant to be used,
_in their respective sets_--not as if you were a mental-physical unit.
_To develop your sales manhood you need only to apply real thinking in
the processes of your daily life_. Study out the reasons and effects of
all your acts and expressions. Your experimental psychological
laboratory should be yourself, undergoing at your hands the
transformation from what you are to what it is possible for you to
become. Begin making your man-stuff over. Each successive step will be
easier to take. _Your growth, when you employ the right processes and
methods, is certain_. Therefore your success in making yourself a big
sales man can be _assured_.

CHAPTER III

_Skill In Selling Your Best Self_

[Sidenote: Practice Of the Art]

If you have developed real