Evening star. [volume] (Washington, D.C.) 1854-1972, 1958-04-27

Here's how to raise your bat
ting average and earn more
IS s. by selling more" says q
fine Texas salesman. Doc Ru-
tan. He believes that there is
q close relationship between
the job Of q top salesman and
that Of q top baseball player.
"A player who bats $50 earns
$4,000 on the average q year."
Rutan said, but the player who
bats $50 earns $40, 000." See how
small the difference is? 1t is
only one more safe hit in every
ten times at bat. And seven
times out of ten the batter Is
safe or out at first by as little
as six inches.
You see, the little things make
the difference. II q $4,000 play
er win do everything he can to
improve his stance, his grip,
his take-off, his running form.
he can add several thousand
dollars q month to his income.
Exactly the same thing holds
true for q salesman. A salesman
who will study the exact value
Of everything he does, who will
study night and day to improve,
can jump his income two times
the first year. can eventually
jump 1t ten times in a few years.
But he has to make sure the
little things are right before he
does.
That's right - little things.
Everything you do while in the
presence Of q prospect, and
many things you do while not
in the presence Of q prospect,
directly influence your success
in selling.
Now isn't it true that we all
are statesmen in a sense, whether
we be butcher, baker or candle
stick maker? One says, The
cares Of yesterday cannot let
them 60: one wronged me yes
terday-I can't forget. Business
wasn't good last month. But re-
member this: The you" who
was wronged yesterday has
passed into today; no one can
hold you down-you are free to
make today and 1858 what you
want 1t to be! \
II you have made mistakes
that are yours. do all you can to
rectify them, but refuse to carry
over the mistakes Of yesterday
or last year. Whatever you
SOW, you will reap.
In America. any man or
woman can achieve what he or
she wants If he knows the price
he will have to pay, and will
pay. II your business, your
sales, your happiness have not
been good this year you can
make them good by altering the
way you look at 1t. II you, your
self, aren't doing well don't be
content with it-you don't have
to be. Get a new picture Of
yourself, a creative picture. Il
am convinced that success or
failure is influenced more by
mental attitudes than by men,
tai abilities.
Do you know what you want?
Many people never get any
where because they don't know
where they are going. They have
no clear-cut goals or aspirations,
and II you start out not going
to any particular place, you
might wind up nowhere, or back
where you started.
1858 is destined to be the
greatest year for total business
and profits this or any other
country has ever known. But
where you" fit into this vast
panorama Of life depends on
you.
Do you want to raise your
batting average in 1858? Then
consider the following self-im-
provement alphabet:
AWARENESS: Be aware OF whOt Is
going on around you; We live in
Nreut country.
BATTING AVERAGE: A little more
effort, o greater determination, q
few more coils.
CREDIT: Keep your credit good.
save little for rainy duy. A bonk
bolonee, even though smolI. gives
self-eonfidenee.
DECIDE: Make up your mind now
thut you" ore going to moke 1858
your hoppiest ond most productive
yedF.
ENTHUSIASM: No greet sole OF &C.
eomplishment hos ever been made
without II. Live q more enthusiastic
life in 1858.