[Sidenote:  Be a Salesman Every Minute]

The master professional salesman is “always on the job” with his three means of self-expression, to get across to prospects true ideas of the desirability and value of his goods.  He is a salesman every minute, and in everything he does or says.  You can become as efficient as he, in selling ideas about your “goods of sale,” if your proficiency becomes as easy and natural as his.  Such ease is the sure result of sufficient right practice.

You have countless opportunities daily to make use of the selling process.  In each expression of yourself—­in your every word, tone, and act—­you convey some idea of your particular character and ability.  You should know how to make true, attractive impressions of your best self; and how to avoid making untrue and unfavorable impressions by what you do and say.  Then, when you have learned the most effective way to sell ideas about yourself that you want other people to have, it is necessary that you use the selling process consciously all the time until you grow into the habit of using it unconsciously, as your second nature.  Once you are accustomed to acting the salesman continually, it will be no more difficult for you to be “always on the job” selling right ideas of your qualifications for success, than it is for the professional user of the selling process to be a salesman “every minute.”

[Sidenote:  Your “Goods of Sale”]

As already has been emphasized, “the goods of sale” in your case are your best capabilities.  You need first of all to know your true self, before you can sell true ideas about your qualifications for success.  Your true self is your best self.  You are untrue to yourself, you balk your own ambition to succeed, unless you develop to the utmost of your capacity your particular salable qualities.

You do not need qualities you now wholly lack.  You should not attempt to “salt” the gold mine in yourself with the characteristics of other men who have succeeded by the development and use of capabilities that were natural to them, but that would be unnatural to you.  It is worse than futile—­it is foolish for you to imitate anybody else.  Just be your best self.  Make the most of what you have that is salable.  You require no more to assure your success.

[Sidenote:  Selling the Truth About Your Best Self]

Every individual has distinct characteristics, and is capable of doing particular things, of which he may be genuinely proud if he fully develops and uses his personal qualifications. When all the truth about his best possible self is skillfully made known to others, chances for success are certain to be opened to the ambitious man.  If he lacks the salesmanship key, the doors of opportunity may always remain closed, however well he deserves to be welcomed.