nd methods that have
been outlined.

Surely you now are convinced that skill in selling is not a vague
mystery, not a natural gift, not something impossible for _you_ to
attain. Every element of sales art can be analyzed in detail. You are
learning _exactly how_ to sell the true ideas of your best capability.
Practice of what you learn will perfect your salesmanship.

[Sidenote: Success Certain]

There is absolutely no doubt that you can master the right principles
and methods. By continual practice you surely can become skillful in
their daily use. When you make yourself adept in the art, you
_certainly_ will be able to sell your particular qualifications
successfully.

CHAPTER IV

_Preparing to Make Your Success Certain_

[Sidenote: Be Ready When Your Chance Comes]

Thousands of men have failed in life because they were not ready when
their best chances for success came. Some of these golden opportunities
slipped away unrecognized. Others, though perceived, could not be
grasped. The men to whom they were presented had not prepared to hold
and use such chances whenever they might arrive.

_If you would make your success a certainty, you must get all ready for
it in advance_. Then you will not be taken unawares when you find your
big chance. If you are thoroughly prepared, you will sight it quickly,
realize its full value, and seize it with complete confidence in your
ability to make the most of it.

Before you seek it, be sure of your entire readiness for the opportunity
you especially want. You can much better afford to wait a little while
for _certain_ success than to rush, unready, into the field of your
choice, risking the likelihood of failure that could be guarded against
by intelligent preparation to succeed.

[Sidenote: Do Not Start Unprepared]

A young man was offered a position of fine opportunity with a great
banking house. His ambition was to build his career in that particular
organization. But when the duties of the proffered situation were
explained to him, he declined to undertake them at once; though he
risked the chance that he might not get another such opportunity for
employment by the financial institution of his choice.

"I am sorry," he said to the cashier, "but I do not know enough about
accounting to fill that job now. It will take six months of hard work
evenings to train myself to fit your needs. Please give me other
employment in the bank meanwhile, so I'll be able to