nterest on _one or two elements_ of your fitness to fill his especial
needs. Prospect to make sure which of your possible leaders would be
most likely to influence him in your favor. Then _use these selected
elements of your character very prominently_ to open the door of your
initial chance. Countless successes have been founded on well chosen
leaders.

A little bake shop in Chicago competes successfully to-day with a great
chain-store company that has an immense establishment directly across
the street. The shop sells as its leaders home-made English tarts that
no chain-store could supply. These draw buyers for groceries and other
goods the chain-store sells much cheaper, but which the purchasers of
tarts order with their pastry rather than cross the street and divide
their marketing.

[Sidenote: Summary]

Now let us summarize "Your Prospects." They are not far away nor far
ahead in time. They are in your own hands right now. You _cannot fail_
in life if you recognize and use most effectively all the opportunities
available to you at present. You suffer from no lack of chances to
succeed. You only need to open your physical eyes and the eyes of your
mind to _see_ fine prospects every day. Then if you _imaginatively
relate your abilities to what you perceive, and plan how you can fit
yourself into a chosen place of real service_, you will have begun the
selling process successfully. At the outset of your career it is
possible for you to reduce difficult obstacles to temporary set-backs
that you can get around or overcome.

[Sidenote: Success A Matter Of Fractions]

There is only a narrow margin of difference between success and failure.
_Success is a matter of fractions and decimals, not of big units_. A few
thousand American soldiers and marines turned the tide of German victory
at Chateau Thierry. "It is the last straw that breaks the camel's back."

If you _begin_ the selling process by the finest prospecting, and _keep
on_ with equal effectiveness throughout all the following steps of
salesmanship, you will gain so many more chances than you otherwise
could get that _your success in the end will be assured_. The master
salesman works with _certainty_ that he will secure his quota of orders.
He knows in advance that he will succeed; _because he knows sure ways to
sell_.

Good prospecting is just a natural process, intelligently comprehended.
It is neither mysterious nor hard. It is one of the preliminary,
u