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However, you have your own row to hoe; you have your
own life to live, and you have your own sales procedure to
follow. You have your own living to make, and I hope some
of the ideas expressed in this book will help you. Be coura-
geous and put your creative power into action, and you can-
not fail to be successful. Courage, you know, is a spark from
heaven. It fills you with the faith to act, and this gives you
the dynamic power to perform and to go ahead.

Man does not know how good he is until he begins to use
his courage. Courage is that quality that enables you to
encounter any situation with firmness. It makes you daring
and bold. It fills you with valor and the dauntless spirit to
conquer all adversities, overcome all obstacles, surmount all
conditions, solve all problems, hurdle all hindrances, and
make you the master of your affairs. Courage will arouse
within you the very essence of creative power, and enable
you to make sales you never thought possible.

You can increase your sales production a hundredfold and keep our
economy prosperous and expanding. You can demonstrate
the power of creative selling as a vibrant reality.

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Creative selling is an individual accomplishment. It em-
braces you and the power within you to think and create.
These qualities and attributes are individual, and no one
but you can develop them. Cut loose and free yourself from
all negative thinking, from all petty restrictions and all
pygmy notions and all corroded resistance.

Negative thinking retards you and holds you back. Open up
the channel to positive thinking, and let the creative power
flow through.

Cast out all your doubts and uncertainties. They are of no
value. Turn the power and dominion of positive thoughts on
all your doubts, worries, and dreads. Start to develop the
power of creative selling, and expect nothing but results.

Rejoice and be glad that you have the ability as well as the
opportunity to sell. It will be a thrilling experience to sell
and serve. You will find that you feel like a new person.
You will feel like starting anew every morning. What seemed
a burden and a task will became an interesting and profit-
able adventure.

In the attributes of latent ability and creative power the
men and women who sell have undeveloped resources to
make the economy of this nation hum with unlimited pros-
perity, spin with increasing activity, and furnish more of
the good things of life to a greater number of people for
many, many years to come.

With new and better products coming into the market every day,
and with new wants and new needs being uncovered almost hourly,
everyone who sells or who prepares himself to sell has an
unparalleled opportunity to partake of all the good things of
life and share in an inexhaustible abundance. Opportunity is
not only knocking on your door, but it is ringing the door bell,
urging you to avail yourself of the greatest aggregation of un-
tapped wealth and prosperity that this nation or any nation
has ever known. The potentialities of selling are greater
today than ever before. Greater, too, are the rewards of
selling.

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Creative selling holds a very definite place in our economy
today, and it is the only power that can keep our economy
strong, balanced, and capable of expanding to meet the new
situations and new conditions that are developing with light-
ning rapidity. These new situations and new conditions will
require new products and new services. Only the salesman
can create the new markets necessary for their success.

The men and women who sell are not only faced with a
responsibility, but with a definite challenge. They must have
the daring and ability to create sales. They must stub their
toes, wake up, shake off that state of lethargy, and arouse
that sleeping giant of creative power and positive action
hidden within themselves. They must dare to think for them-
selves. They must rely on their own creative power. With
faith and confidence, engendered by positive thinking, they
can draw on their latent ability and practice and demonstrate
the power of creative selling to create sales that others may
think impossible.

Salesmen who blaze new trails, open up new markets,
pioneer new products, and create sales are salesmen who
dare to sell things that have not been sold before. While
others doubt, they go forward. They think, they seek, they
ask, they search, and they find. They open new opportuni-
ties and help to furnish employment to millions of people.

They have the challenge to dare, the incentive to undertake,
and the urge to begin, and soon their ability is turned into
power that produces sales. They realize that “he who dares
to think” stands secure in the majesty of his own might, and
enjoys the blessings of his own efforts.

Creative selling is a science and also an art. The science
teaches you what to do, and the art teaches you how to do
it. Creative selling is the ability and art of increasing the
satisfaction of the prospect by convincing him that the thing
he buys will best fulfill his needs and desires. In fact, it is
creating a market that did not exist before.