olitical party, and the
_reason_ he is a "stand-patter" or a "progressive." Use knowledge of
why's and wherefore's with the skill of a salesman bent on securing an
order from a prospective buyer. But be sure you get the _fundamental
facts_, for often "appearances are deceiving."

[Sidenote: Your Personal Responsibility]

When you look for prospects in your selected field of
service-opportunities recognize your _personal responsibility_ for the
successful development of the chances you find. Before you begin
prospecting, realize that _what you make of your opportunities is solely
up to you_. Assume all the responsibility for your own success; then you
will have no excuse to blame any one else if you fail. Should things not
go as you wish, say "It's my own fault," and feel that way. _The true
salesman never apologizes to himself._ So if you have not found your
prospects, or if you have not made the best use of the chances you have
discovered, kick at the man who is responsible. Don't get sore on the
world at large.

[Sidenote: Follow-ups]

Perhaps what has been said thus far has over-emphasized the process of
prospecting for the _first_ chance to succeed. Maybe it suggests to you
that if one can get an opening, the hardest part of the effort to assure
success will have been accomplished. But a successful career in
salesmanship is not built on single orders closed. The master salesman
keeps on selling the same buyer and develops him into a steady customer.
He continues all the while to prospect the needs of that buyer, just as
thoroughly as if he were planning his first approach.

_Your initial success should be completed by after-service._ In order to
continue progressing toward your goal, you must "deliver the goods"
right along. You cannot keep your success growing unless you prospect
unremittingly for more and better opportunities to render service. Give
satisfaction in larger amount and improved quality from month to month,
and year after year. If you would continue to succeed, look ahead always
for more prospects and _seek in each of them new chances to broaden your
usefulness_.

[Sidenote: The Art of Prospecting]

If you prospect _skillfully_ (with art), your chances to find what you
seek will be remarkably increased. So look for your prospects
_cheerily_. Be _frank_ and _expressive_ in your quest. Show your
_sympathetic_ side, and thus appeal to the _kinder_ tendencies of other
people. The best way to avoi