300 SELLINGLUMBER 



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 ? 



14. Confidence in Self and Your Goods. 

 "Faint heart never won fair lady," is a saying that can be 

 Be Confi- a PP ne d to business. If you have a faint heart, a timid hesita- 

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

 Not Vain e j^ vou w jjj 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 enthusias- 

 tically believe in yourself and in the lumber you sell. By believ- 

 ing in yourself, I do not mean that you should be egotistical or 

 vain. Egotism and vanity are the virtues of fools. That "confi- 

 dence in self" which the true traveling salesman should have is 

 that confidence which is born of ability. 



Lack of confidence is an acknowledgement of weakness ; weak- 

 ness has no place in the make-up of efficiency. You must be- 

 lieve 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? 



15. Loyalty. 



Loyalty is a superb blending of appreciation and faith and 

 patriotism, is on*, \i the noblest attributes of man. Loyalty 

 Are You j s the tie which binu^ friend to friend, man to man. It is that 



Your Firm? quality which soothes ue pain of sacrifice, which make it easy 

 to forgive, which closes our vision to the faults of those who 

 have befriended us. 



Loyalty to your firm is like patriotism to your country 

 without it you are a traitor. It is that quality which arouses you 

 to arms in defense of your country, and likewise would cause 

 you to resent an insinuation against the character of your firm 

 as an insinuation against yourself. Loyalty is that characteris- 

 tic which makes you a part of your firm, therefore, it is a splen- 

 did essential in business efficiency. Are you loyal? If so, what 

 per cent? 



16. Personal Neatness. 



A man's personal appearance in any line of business may 

 often be the direct cause of his success or failure at the critical 



