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The city and built a little two-room home with their own hands during the week ends and evenings. Another baby boy came along. Meantime he was getting a foothold in selling. He overcame discouragements that would have stopped most men cold. Why was this?

It was because he had iron in his blood and had made up his mind that he would not quit. He gained year by year, and is now a leader in his city of about a million people. He is chairman of his church board, an officer in his service club, and trade association. He has a lovely lake waterfront home, two automobiles, and a cruiser. One son is a salesman in his own organization and the other is an honor student in the university.

All this has come about because he just wouldn’t say die!

THE MOST IMPORTANT QUALITY

Courage is the number one quality! Every salesman knows the heart-breaking days that come periodically. The “sure sale” that peters out; the poor credit risk that eats up the profits for a month; the buyer who deserts his old salesman for no apparent reason; the long succession of turn-downs; the days when his spirit is at a low ebb and it takes all the willpower in the world to keep going—all these and more are familiar to every salesman.

Why does he keep at it? Most salesmen have wondered about that themselves. Isn’t there an easier way to make a living? It’s really quite a mystery why some men hang on as long as they do. Probably it is due to their spirit of adventure and love of independence. They like the ever-changing picture each day. They’d wither up and die if they had to sit in an office behind a desk eight hours a day. They rebel at the thought of working under a “boss.” Every now and then a successful sale gives them a thrill that more than compensates for the days and weeks of frustration and despair.

NEVER SAY DIE 11

WINSTON CHURCHILL

We are all thrilled by the fierce courage of Winston Churchill—a man who will go down in history with Caesar, Napoleon, and other men of destiny. In England’s darkest days he literally saved his beloved island from the Germans. His famous speeches are classics. Listen—

We shall not flag or fail. We shall go on to the end. We shall fight in France, we shall fight on the seas and oceans, we shall fight with growing confidence and growing strength in the air. We shall defend our island, whatever the cost may be. We shall fight on the beaches, we shall fight on the landing-grounds, we shall fight in the fields and in the streets, we shall fight in the hills. We shall never surrender.

Again—

I have nothing to offer but blood, toil, tears, and sweat. . . . You ask: ‘What is our aim?’ I can answer in one word: ‘Victory!’ Victory at all costs, victory in spite of all terror, victory however long and hard the road may be; for without victory there is no survival.

Winston Churchill, with his bulldog tenacity, set jaw, and determined attitude is the very personification of courage.

ATHLETES AND SALESMEN

A courageous attitude seems to be natural to great athletes and great salesmen. But—those who don’t possess this blood-red quality can acquire it. How do I know this? I know because I did it myself. As a young man just out of college it would have been absolutely impossible for me to strike out as a salesman in a strange city. But ten years later I did it. How did I develop such a frame of mind? It is a simple story—I finally realized that the men who were getting ahead in the world were no smarter than I was; they didn’t have any better education; they didn’t have a more pleasing personality; they didn’t


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