[Sidenote:  Hard Work Necessary]

At the outset comprehend that no other step in the selling process involves so much hard work as you will need to do in order to find all your possible chances of success and to make the most of them.  It is necessary that you look intelligently, most earnestly, and constantly.  You must expect to spend a great deal of time and energy in your quest for prospects.  So it is essential to your success as a prospector that the investigation of your field of opportunity be carefully planned in order to make the most effective use of the time you spend prospecting.  It is vitally important, too, that you develop sufficient physical stamina to do a tremendous amount of hard work.  The gold miner has little chance to discover the bonanza he seeks if he searches only a few days or weeks, or if he lacks the strength and endurance required for making a thorough exploration of the mineral region.  Similarly it may take a master salesman months of unremitting toil to prospect a sale that he then is able to close in an hour or two.

[Sidenote:  The Food of Salesmanship]

Prospecting supplies the food of salesmanship. The salesman thrives if his prospecting is sufficient and good.  He grows thin and weak to the point of failure if it is bad, or inadequate in quantity.  Every salesman should realize that prospecting furnishes the nourishment for salesmanship, but some so-called salesmen do practically nothing to ensure themselves an abundant food supply.  They merely absorb the tips that come their way.  Like sponges they sop up the limited quantity of selling chances they happen to get.  That is not the way to feed one’s ambition with opportunities.

Comprehend that you must seek actively for your best prospects.  You should not stop searching until you find what you are looking for.  Myriads of men have failed because they did not make an earnest, hard effort to discover chances to succeed, or because they did not persist in the exploration of their fields of opportunity.  You know that other men no more capable than you are succeeding all about you.  Certainly, then, your chance exists.  Seek it in your own thoughts and in the circumstances of your every-day living.  Put a great deal of time and toil into your search.  You cannot afford to loaf on this preliminary job.

[Sidenote:  Prospect Continually Act Quickly]

Every moment you are awake should be used in prospecting; unless it is required for some other part of the process of assuring your success.  There is no keener pleasure than the eager, continual search of a miner for gold and of a master salesman for possible big buyers.  It is necessary that you feel their thrilling zest for discovery; that you develop their unflagging energy; that you be fired by their ardor for the quest.  In order to be a highly successful prospector you will need especially a quality they have in common—­“pep.”