ving creatures, Man is the most adaptable, is capable of the
greatest development, and responsive in the highest degree to desires
from within and to influences from outside himself. Only a stupidly
ignorant man would hold to the belief that the elements of his character
cannot be radically changed and developed. At present you may be
handicapped with what you have considered "natural disqualifications"
for success. Then _study_ yourself thoroughly, _one detail at a time_.
Follow this self-analysis by intelligent practice in the active use of
your best qualities, and determine to _change_ your "disqualifications"
into _salable characteristics_ that will help you to succeed.

[Sidenote: No Normal Man Lacks Qualifications For Success]

Certainly a slouch can straighten up, wash his dirty hands and face,
dress neatly, and suggest proper regard for his appearance. The physical
weakling is able to build considerable strength into himself. Dullards,
unless their brains are stunted, may develop surprising intellectual
keenness. Careless men can train themselves to painstaking accuracy.
Individuals who are habitually late may become models of punctuality.
The man of flighty thoughts can concentrate. It is possible to control a
quick, bad temper. Tact, diplomacy, and good judgment can be learned and
used efficiently by the countless thousands of people who now are
tactless, undiplomatic, and characterized by poor judgment.

So it is with the principal emotional, ethical, and spiritual qualities
of the master salesman. _You_ have them _all_, elementally. _Certainly
you can develop any selected element to higher activity and use it_ to
help you sell true ideas of your best capabilities.

Maybe you have fought long and vainly for self-confidence, for courage,
for will power. Perhaps you have realized for years that you are slow in
perception, and have struggled to make yourself take mental snap-shots
of details and conditions. You have wished and willed and worked to be
agreeable and courteous; yet perhaps you lose friends by your
characteristic disagreeableness and lack of courtesy. If, in spite of
all you so far have done to improve yourself, you have been unable to
get rid of your faults and defects, you are apt to question the
statement that you _certainly can_ develop such qualities as you most
desire.

[Sidenote: Decision Will Power Hard Work Insufficient]

No doubt you have _decided_, probably you have _willed_, very li