Don't be fooled by the simplicity of his writing style. Rate yourself from 1 to 10 on your present level of competence or excellence for each quality. I dare you. Therefore, give attention to your habits of life, proper diet, healthful exercise and fresh air. Courage must be the part of every man or woman who succeeds in any undertaking, especially that of selling in these trying times of intense competition, after a devastating period of depression and discouragement.
Imagination is an absolute requisite of a successful salesman.
He must anticipate situations and even objections on the part of his prospective customer. He must have such a lively imagination as to enable its operation to place him in sympathetic understanding with the position, needs, and objectives of his customer. He must almost literally stand in the other man's shoes. This takes real imagination. The tone of voice must be pleasing.