One of the most successful salesmen I know sells life
insurance in St. Louis, Missouri.
His name is Harry Greensfelder and lie has sold over a
million dollars in life insurance every year since he returned
from service in World War II.
Like every professional salesman, Harry has several success
secrets to which he attributes the growth of his business. But
one thing he told me recently was particularly interesting.
Just before making a call upon an important prospect,
Harry told me, he always imagines himself sitting in his own
living room with its fine furniture and pictures.
"This builds up my confidence," he continued, "so that I
will not be blinded by the expanse of my prospect's desk or
stumble on the carpet in his office."
Harry understands well one of the real secrets of success.
The effectiveness of men of daring and resolution depends
on their self-esteem!
Thaf s our success secret for the day:
Remember that even an adding machin can't get the right
answer, if it doesn't receive the right punch!
