“THIRTY-FIVE years ago a young man dropped from a moving freight train in East Orange, N. J., and hurriedly made his way to the laboratory of Thomas A. Edison. When asked to state his business before being permitted to see Mr. Edison, the young man boldly replied, “1 am going to become his partner!”
His boldness got him past the secretary. An hour later he was at work, scrubbing floors in the Edison plant. Five years later he was a partner of the great Edison. The man’s name is Edwin C. Barnes, known throughout the United States as the distributor of the Ediphone dictating machine.
His home is in Florida, not very far from my own home. I have known him for a quarter of a century; have known him through the relationship of close personal friendship that gives me the privilege of saying that he sold himself to Edison through the psychology of selling described in Part 1 of this book.
Edwin Barnes has accumulated a fortune far greater than he needs, and he owes every cent of it to the hour he spent in private conversation with Edison. During that hour he sold himself so thoroughly that it gave him his opportunity to go into partnership with one of the greatest men this country ever produced. Roughly speaking, that hour of selling was worth in actual cash the millions of dollars Edwin Barnes afterward accumulated.
My first job was that of secretary to General Rufus A. Ayers, for whom I went to work while I was still in my teens. Long before I was 20,1 became the general manager of one of General Ayers’s coal mines. The jump from secretary to general manager was made in less than one hour, during which I sold myself into the better position by voluntarily rendering confidential service for which I neither expected nor asked pay. That sale changed the entire trend of my life and led directly to my alliance with Andrew Carnegie, with its far-flung effects on myself and thousands of others.
If you asked me to tell you why this book may be of benefit to you and demanded I give you proof that I am an authority on How to Sell Your Way through Life, I would be compelled to pull aside the curtains that hide from view my private life and give you the information in these frank but truthful words:
Thirty years ago I began, at the request of, and in collaboration with, Andrew Carnegie, to organize all the causes of success and failure into a philosophy of individual achievement. During those 30 years of research it became necessary for me to contact, interview, and gain the cooperation of the most successful men of the country, including Henry Ford, Thomas A. Edison, John Wanamaker, Luther Burbank, Woodrow Wilson, and others of their type from whose rich experiences I organized the first practical philosophy of individual achievement, under the title of The Law of Success.
The best evidence the philosophy is sound and practical may be found in the use I have made of it in selling my way through life. The blessings this philosophy has given me are many, the greatest of them being the fact that I can truthfully say I have sold my way through life so successfully that I have everything I need or can use for the attainment of happiness, including, of course, absolute freedom from all manner of worry over money.
I am married to the woman of my choice, with whom I have found harmony and understanding sufficient to give me continuous peace of mind and inspiration to hitch my wagon to higher stars than any I had aspired to reach before I found her…..
Part One : The Principles of Practical Psychology Used in Successful Negotiation
Chapter 1 Introduction
Chapter 2 You Need Intelligent Promotion to Succeed
Chapter 3 The Strategy of Master Salesmanship
Chapter 4 Qualities the Master Salesman Must Develop
Chapter 5 Autosuggestion, the First Step in Salesmanship
Chapter 6 The Master Mind
Chapter 7 Concentration
Chapter 8 Initiative and Leadership
Chapter 9 Qualifying the Prospective Buyer
Chapter 10 Neutralizing the Prospective Buyer’s Mind
Chapter 11 The Art of Closing a Sale
Part Two : The Use of Salesmanship in Marketing Personal Services
Chapter 12 Choosing Your Job
Chapter 13 Selecting a Definite Major Aim as Your Life Work
Chapter 14 The Habit of Doing More than Paid for
Chapter 15 A Pleasing Personality
Chapter 16 Cooperation
Chapter 17 How to Create a Job
Chapter 18 How to Choose an Occupation
Chapter 19 How to Budget Your Time
Chapter 20 The Master Plan for Getting a Position
Part Three What You May Learn from Henry Ford
Chapter 21 Singleness of Purpose
Chapter 22 Persistence
Chapter 23 Faith
Chapter 24 Decision
Chapter 25 Sportsmanship
Chapter 26 Budgeting of Time and Expenditures
Chapter 27 Humility
Chapter 28 The Habit of Doing More than One Is Paid to Do
Chapter 29 Ford the Master Salesman
Chapter 30 Accumulation of Power
Chapter 31 Self-control
Part Four : A Rule for Winning Friends That Has Stood the Test of More than 4,000 Years of Time
Chapter 34 “If I Were President!”
Chapter 35 The Golden Rule in Use
Chapter 36 Mental Attitude Must Be Right
Chapter 37 Some Personal Experiences
Capter 38 The War between Employers and Employees
Chapter 39 The New World
Chapter 40 Rounding Out Your Success Qualities for Leadership
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