Certain Success

A. Hawkins Norval

Description

There are particular characteristics one can have, and particular things one can do, that will make failure in life certain. Why, then, should not the possession of particular opposite characteristics, and the doing of particular opposite things, result as certainly in success, which is the antithesis of failure? The purpose of this book is to answer this question convincingly for you. Success can be made certain; not, however, by the mere possession of particular characteristics, nor by just doing particular things. Your success in life can be assured; but only if you supplement your qualifications and make everything you do most effective by using continually, whatever your vocation, the art of salesmanship.

Sujets

• Employabilité, métiers et formations

Informations

• Publié par: The Floating Press
• Date de parution: 01 janvier 2009
• Nombre de lectures: 0
• EAN13: 9781775414094
• Langue: English

Extrait

CERTAIN SUCCESS
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NORVAL A. HAWKINS
 
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Certain Success From a 1920 edition.
ISBN 978-1-775414-09-4
© 2009 THE FLOATING PRESS.
While every effort has been used to ensure the accuracy and reliability of the information contained in The Floating Press edition of this book, The Floating Press does not assume liability or responsibility for any errors or omissions in this book. The Floating Press does not accept responsibility for loss suffered as a result of reliance upon the accuracy or currency of information contained in this book. Do not use while operating a motor vehicle or heavy equipment. Many suitcases look alike.
Visit www.thefloatingpress.com
Contents
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To Begin with— How to Study Certain Success with the Selling Process Chapter I - The Universal Need for Sales Knowledge Chapter II - The Man-Stuff You Have for Sale Chapter III - Skill in Selling Your Best Self Chapter IV - Preparing to Make Your Success Certain Chapter V - Your Prospects Chapter VI - Gaining Your Chance Chapter VII - Knowledge of Other Men Chapter VIII - The Knock at the Door of Opportunity and the Invitation to Come In Chapter IX - Getting Yourself Wanted Chapter X - Obstacles in Your Way Chapter XI - The Goal of Success Chapter XII - The Celebration Stage
To Begin with—
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Salesmanship Essential to Assure Success
There are particular characteristics one can have, and particular thingsone can do, that will make failure in life certain .
Why, then, should not the possession of particular oppositecharacteristics, and the doing of particular opposite things, result as certainly in success , which is the antithesis of failure?
That is a logical, common-sense question. The purpose of this book andits companion volume, "The Selling Process," is to answer itconvincingly for you.
Success can be made certain; not, however, by the mere possession ofparticular characteristics, nor by just doing particular things.
Your success in life can be assured ; but only if you supplement yourqualifications and make everything you do most effective by usingcontinually, whatever your vocation, the art of salesmanship .
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Why Are Some Men Failures Who Deserve to Succeed?
Life can hold nothing but failure for the ill-natured, unsociable,disgusting tramp who is known to be ignorant, lazy, shiftless, aspendthrift, a liar, and an all-around crook. Such a worthless man willmake a complete failure of life because he is so dis -qualified tosucceed.
On the other hand certain success ought to be achieved by thegood-natured, intelligent, reliable man who continually wins friends;the truthful man who has a fine reputation for thrift, honesty,neatness, and love for his work. He seems entirely worthy of success.Yet for reasons that baffle himself and his friends it sometimes happensthat such a man is unsuccessful.
The defeat in life of one who appears so deserving of victory seems toprove that success cannot be assured by the development of individualcharacteristics and by doing specific things. But such a wholly negativeconclusion would be wrong. When a worthy man fails, he loses out becausehe lacks an essential positive factor of certain success—the abilityto sell his capabilities. By mastering the selling process thisfailure can turn himself into a success .
Self-advertised Disqualifications Unrecognized Capabilities
We are sure of the failure of the man who is utterly disqualified tosucceed; not because he has particular faults, but because they self-advertise and sell the idea of his disqualifications for success.His characteristics and actions make on our minds an impression of hisgeneral worthlessness. Defects are apt to attract attention, whileperfection often passes unnoticed.
Millions of worthy men, otherwise qualified for success, have failedsolely because their merits were not appreciated and rewarded as theywould have been if recognized. Capabilities, like goods, are profitless until they are sold . Therefore the man who deserves towin out in life can make his victory sure only by learning andpracticing with skill the certain success methods of the mastersalesman.
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The Duty to Succeed
Down through all the ages has come the duty to succeed. It wasenjoined in the Parable of the Talents. No one has the right to do lessthan his best. Then only can he claim full justification for hisexistence. The Creator accepts no excuses for failure. Every personalquality, and every opportunity to succeed that a man has, must be used,to entitle him to the rewards of success. He owes not only to himselfand to his fellows, but also to God, the obligation of developing his utmost capability . If he does not pay dividends on the divineinvestment in him, his dereliction is justly punished by failure inlife. Sometimes he even forfeits the right to live.
Success Cannot be Copied
Many ambitious people, who recognize their duty to succeed but do notknow how to go about it, make a common mistake in thinking. They believethe secret of certain success can be learned from examples ; thatsuccess can be copied . So men who have succeeded conspicuously areoften asked to state and explain their rules, for the benefit of othermen who regard them as oracles.
Other Men's Formulas
Doubtless you have read much about Marshall Field, J. Pierpont Morgan,Charles M. Schwab, and similar outstanding business men. You havestudied their principles of success. You have tried to practice theirmethods. But somehow the most careful following of their directions hasnot made you a multi-millionaire, nor can you see riches as a prospect.Naturally you are both disappointed and puzzled. Perhaps you have testedfaithfully for years various formulas of success extracted from theadvice of successful men. Yet you have failed, or have achieved onlypartial and unsatisfying success. You have been unable to solve theproblem that you once felt so sure could be worked out by the rules youmastered.
Maybe you have become discouraged and have given up, in disgust, yourambition for achievement. Very likely you have said to yourself,"Success is so much a matter of luck and circumstances, there's no wayto make sure of it. I've done everything that Marshall Field, J.Pierpont Morgan, and Charles M. Schwab have counseled; but I'm stillplugging along on an ordinary salary. Rules for certain success arebunk. Luck has to break right for a man."
The Element of Luck
Unquestionably good luck has brought success to some men who wouldhave failed without its aid. It is equally beyond doubt that bad luckhas prevented other men from achieving their ambitions. Of course such successes and failures do not fall within any rules. They are altogetherexceptional, and neither prove nor disprove general principles.
Eliminating the factor of luck, good or bad, the success of any normal,deserving man can be made certain to the extent of his individualcapacity . Some men have different or bigger capacities than others;hence not all successes will be of the same kind, or alike in extent.But any normal, deserving man can assure himself as great a success ashe is fitted to achieve. It is necessary, however, that he do more than develop his utmost capability . He must learn to employ skillfulsalesmanship, in order to market his "goods of sale," or personalqualifications, most profitably .
Sales Skill Necessary
Each of us has to make his own pattern of success. "The individualshould develop his individuality," instead of attempting to imitateanybody else. It is even more necessary for him to use mosteffectively all the natural powers he builds up.
A man can assure his success only if he learns how to utilize hispersonal qualifications so as to create and control his opportunities to succeed. He should be able to bring himself to good luck , and notexpect anybody or any event to bring good luck to him.
One cannot make the most effective use of his capabilities, he cannotcreate and control his chances to succeed, until he develops skill insalesmanship, which is necessary to market his qualificationsprofitably. He must practice "selling himself" until the habit of usingsales skill in everything he does and says becomes second nature to him.Sales skill is the dynamic factor of success. It transforms potentialpowers into actual accomplishments. It enables the qualified man to turnhis individual capabilities to best account.
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Opportunity A Constant Companion
Sometimes a man says, as an excuse for his failure, "I never had achance." The truth is that Opportunity is a constant companion to everyman. Each of us has within himself limitless wealth. All normal peopleare rich in ability. It is possible for anyone to become moreprosperous. He need only turn his possibilities into realities. When aman capable of accumulating riches continues poor, he is like theshipwrecked discoverer of a bonanza gold mine on an uncharted island. Hecannot exchange his potential wealth for the things he desires; becausehe is unable to market his raw gold.
Similarly you who have not yet succeeded are potentially rich. If youpossess the generally recognized fundamentals of success; such ascharacteristic honesty, intelligence, energy, etc., you are nothandicapped for want of a market. Even though you now may seem to lacksome of the essential qualifications, you are capable of succeeding.Every necessary characteristic of the successful man is latent in yournature and can be brought out by development. You have not yet done yourutmost with the best that is in you.
Your Market Not Lacking
First you should resolve to make yourself completely worthy tosucceed. Meanwhile you should be learning how to sell your "goods." Onevery hand there are markets in which qualities like yours are beingsold successfully by other men. Undoubtedly there will be a purchaserfor the best that is in you when you bring it out; provided you presentyour "goods of sale" in the most skillful way. All about you are highlyprosperous people with no more innate meri