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? That is a logical, common-sense question. The purpose of this book and its companion volume, "The Selling Process," is to answer it convincingly for you. Success can be made certain;

The professional salesman or saleswoman who undertakes the thorough study of both this book and its companion volume, might better read first "The Selling Process," the chapters of which apply especially to his or her vocation. If you are a "salesman," therefore, begin your study with the introduction to that book. When you have read "The Selling Process" once, start "Certain Success" and master it. Then re-read the other book in the light of the new ideas that will have been shed upon its conte

The Secret of Certain Success has four principal elements. It comprises: (1) Knowing how to sell (2) The true idea (3) Of one's best capabilities (4) In the right market or field of service. Your success will be in direct proportion to your thorough knowledge and continual use of all four parts of the whole secret. No matter how great your effort, an entire lack of one or more of these principal elements of Certain Success will cause partial or utter failure in your life ambition. You will be li

Your knowledge of sales principles and methods, and your skill in selling ideas must be combined with right sales- manhood if your complete success in sales-man-ship is to be made certain. Particular man qualities are necessary to make you a master salesman in your chosen field. "A good man obtaineth favor." So we will study now the elements of character required for the most effective sales- man -ship, and how to develop them. We shall not consider "Man" in the abstract, nor exceptional ideals

If you have developed real capability and first-class manhood, you have "the goods" that are always salable. But you realize now that the mere possession of these basic qualifications for success will not insure you against failure in life. You cannot be certain of succeeding unless you know how to sell true ideas of your best self in the right market or field of service, and until you develop sales skill by continual correct practice. We will assume that you have had little or no selling experi

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 thorough

If you were to be asked, "What are your prospects for success?" you probably would answer by stating the things you expect or hope may happen . We commonly say that a certain man isn't rich, but he has "prospects;" because he has a wealthy aunt who is very fond of him, or he is employed by a business that is growing fast, or he owns property which seems sure to increase in value, or some other good fortune is likely to befall him. The literal meaning of "prospect" is "looking forward." So most o

We will assume that you have qualified yourself to succeed; that you have developed your best capabilities in knowledge, in manhood, and in sales skill; that you have completed the general preparation necessary to assure your success in marketing your particular qualifications; and that you also have learned how to find and to make the most of your prospects. After these preliminaries you are ready to take the next step in the selling process, and to begin putting your capabilities, and what you

We have seen how you can make certain of gaining your introductory chance. Now we are to consider the first step in the most effective use of this opportunity to begin building your own success. Let us say that you have chosen a particular man as the sort of employer with whom you want to work. Your prospecting has convinced you that in his business you have found the right market for your present services and a promising field for the future big success you are ambitious to achieve. Therefore y

The process of selling ideas comprises several steps, part or all of which the salesman may need to take in order to close a particular sale successfully. In our study we are considering step after step in regular order, but the actual selling process cannot be reduced to such exactitude and routine. Before we begin our analysis of this "presentation" step, it should be clearly understood that success in selling ideas is not achieved by going through a machine-like process. We follow a regular s

A great many salesmen mistakenly believe that if they can interest a prospect thoroughly in their goods, he is almost sure to buy. When this stage is reached, they think they only need to keep his interest growing to close the sale. If, instead, it drags on interminably, they are utterly at a loss regarding what more they should do to secure the order. Do not fall into a similar error when selling true ideas of your best capabilities. Not only is it necessary that you induce your prospective emp

There is no great mountain in the world that has a natural, smooth road with an easy grade all the way to the top. Mountain climbing requires some hard work. It involves getting around, or going over, or removing many obstacles that block the path upward. You will encounter similar difficulties, obstacles, and resistance on your way to success. If you cannot pass them, your ambition will be defeated. You will quit the climb, discouraged; or will be driven back, a failure. In order to assure your

After an applicant for a position seems to have the coveted opportunity almost in his grasp, he is sometimes unable to clinch the sale of his services. He does not get the job. His failure is none the less complete because he nearly succeeded. No race was ever won by a man who could not finish. However successful you may have been in the earlier stages of the selling process, if your services are finally declined by the prospective employer you have interviewed, your sales effort has ended in fa

You know now the certain way to get your chance to succeed in the vocation of your choice. You are convinced that a good salesman can create and control his opportunities in any field, can bring himself to good luck in the right market for his services. You are resolved to master the art of selling, and so to insure your future against any possibility of failure. You feel confident of success; because you are willing to earn it by the diligent study and practice of salesmanship. There is no doub