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One of the best things about being a salesman is that you do not have to wait for someone to die or retire in order to step up the ladder. More than any other one class of workers, the salesman holds his destiny in his own hands. You write your own pay check.
A good illustration is found in the case of a brush salesman who built up one of the biggest brush businesses in the world, and the story of an envelope salesman who used to be an actor.
But the biggest factor in the success of these two men was left out of the story. It was taken for granted, just as we take for granted the biggest thing in our own success. The one thing above all others that has put you where you are today is your ability to execute your ideas.
There are thousands of salesmen who are filled with wonderful ideas for selling goods. They lie awake in the night thinking them up. To hear them talk you would think that they were hundred pointers. But take a look at their scores. Where do they stand? In most cases, strange to say, these brilliant men with their fine, creative minds are bunched together down at the tail end of the list!
These salesmen who think these big thoughts and never execute them are like inventors we all know who are geniuses as inventors but are always broke.
They don’t know when to stop inventing and begin manufacturing. They are like the golf player who
devises a wonderful new way to play the sixteenth hole but never plays it that way. It is always a case of the next time.
Both Fuller and Graw, the salesmen referred to, are successful because they “put over” ideas. Graw,
while on the stage, had noticed that the best way to win applause was to single out a likely looking group down in front and play to them. Pretty soon they would start applauding, and the applause quickly spread. When Graw started selling, he decided to follow the same tactics. But he didn’t decide to do it and let it go at that. He actually did it. And that is why he succeeded.