It was said that Ole Bull could never be induced to go on playing unless his violin was in perfect tune. If a string stretched the least bit, no matter how many thousands were waiting for him, he would stop until he had put his violin in perfect tune again. Ole Bull would not allow himself even for a moment to be anything but a master.
You cannot go to your prospect with the brain of a master salesman, victory-organized, if your instrument is out of tune. If you do not keep yourself tuned to concert pitch; if you do not take the trouble to make a fine adjustment of your wonderful human instrument each day; if you do not put yourself in tune each morning for the day’s work; if there is the least inharmony in any of the marvelous mechanism of your body, you will go on all day producing discord instead of harmony. In other words, you will be a failure instead of a success.
When you approach a prospect be sure you are “in tune with the Infinite,” (with the highest law of your being) that you are all there, that you are not sixty, seventy-five, eighty, ninety or ninety-nine per cent. present, but that you are all there, that you are a hundred per cent. present, and that this hundred per cent. is ready to strike the blow. More will depend upon your body and mind being in complete harmony, in perfect tune than on all of your special training in salesmanship.
In this age of fierce competition physical vigor plays a tremendous part. It is an age of efficiency force, an age which requires masterfulness. The victors in the great life game to-day, as a rule, are men with powerful vitality, tremendous staying power. Whether you win out or lose in the game will depend largely on your reserve power, your plus vitality.
Keep yourself always fit so that you can do your best, the highest thing possible to you, with ease and dignity, without struggle or strain, and you will be a master salesman. Always be at the top of your condition, and you can approach your prospect with the assurance of victory, the air of a conqueror, with the superb confidence that wins. Keep your human machine in perfect tune, and you will radiate power, masterfulness; you will exhale force and magnetism from every pore; you will be the sort of salesman that every customer is glad to see—A MASTER SALESMAN.
APPENDIX
SALES POINTERS
“There are two chief classes of men that you will approach.