Image by Koshyk via Flickr

The highway to the interest of all men lies on the fertile
plain of ideas. Hazel McCann used this highway to attract
Dr. Douglas, and as a result she was highly rewarded. As a
salesman, you have access to this highway from a choice
field of selling ideas. Your ability and power as a salesman
must be expressed through ideas. You must be able to pre-
sent these ideas by creating a Sales Plan to merchandise your
proposition. You must turn over what you have in order to
get something else; in short, you must sell.

You must keep on the move, and consider the ups and
downs in your activities as a stepping stone to greater
achievements. Has it ever occurred to you why the ocean’s
waves constantly roll and break against each other with
clocklike regularity? Without this persistent motion the
ocean would become stagnant. Everything in and around
it would perish. These movements keep the water teeming
with wholesomeness and vitality.

Ups and downs in selling act as a tonic to provoke thought
and stimulate action. The world is a proving ground. The
prospects you call on furnish you with material for your
laboratory of human relations. Your salesmanship is the head
chemist who compounds formulas, and, if these formulas are
scientifically compounded, you can attract the prospect and
sell whatever you desire. In this chapter there are formulas
compounded in the laboratory of human relations, tested in
the field of experience, and proved on the proving grounds
of hard knocks.