When a man starts out to accomplish something, no matter how great or how little the undertaking, he must be determined to carry the thing through and have confidence in his own ability to do it. If a salesman who is called upon to make a certain quota in a given time feels at the start that he cannot do it, he is carrying the greatest possible handicap in all his efforts. He has the “what’s- the-use” spirit from the beginning and never “lets himself out” to learn just what he is capable of doing. Keep before you at all times the fact that you are going to win. This thought will keep driving you on to greater efforts. If you fail in one instance you will take that as a lesson and profit by it in the next trial. If you are successful in a big deal, that success will be an incentive to do something better next time. — C. T. Walmsley