SELLING LUMBER 



61 



Self-control is a power which not only enables us to con- 

 trol ourselves, but otfiers. Without it we would be weak. With 

 self-control we are strong, and being strong, we will be sure to 

 win. 



Self-control is, therefore, an important factor in business, 

 an essential element of personal efficiency, and a promoter of 

 power and success. 



What per cent will you grade in self-control? 



Mr. Woodhead : Is the application of that limited to busi- 

 ness and business life? 



Mr. Dionne : Oh, I should judge so. 



Mr. Woodhead : Inside of business life I claim 90 per cent. 

 I don't know whether you will give it to me or not. 



A Voice : Ninety is all right. 



The Chairman : Ninety. 



Mr. Dionne (reading) : "14. Confidence in self and your 

 goods." "Faint heart never won fair lady" is a saying that can 

 be applied to business. If you have a faint heart, a timid hesita- 

 tion, a lack of confidence in yourself or the product which you 

 sell, you will never woo or win the favors of the fair goddess 

 called Success. In order to win, you must absolutely conquer 

 Fear. 



To be a successful lumber salesman you must enthusiastically 

 believe in yourself and in the lumber you sell. By believing in 

 yourself, I do not mean that you should be egotistical or vain. 

 Egotism and vanity are the virtues of fools. That confidence in 

 self which the true traveling salesman should have is that confi- 

 dence which is born of ability. 



Lack of confidence is an acknowledgment of weakness. Weak- 

 ness has no place in the makeup of efficiency. You must believe 

 in yourself and your goods, and what you believe will be! Have 

 you confidence in yourself and in the product you sell? If so, 

 what per cent? 



Mr. Woodhead: I think it is 120, myself. 



The Chairman : One hundred per cent. 



Mr. Dionne (reading) : "15. Loyalty." Loyalty is a su- 

 perb blending of appreciation and faith and patriotism, and is one 

 of the noblest attributes of man. Loyalty is the tie which binds 

 friend to friend, man to man. It is that quality which soothes 

 the pain of sacrifice, which makes it easy to forgive, which closes 

 our vision to the faults of those who have befriended us. 



Confidence 

 in Self 

 and Your 

 Goods 



Loyalty a 



Business 



Essential 



