eping your arm horizontally.
Give life to the ideas on the favorable side of the scale by
accompanying your words with up and down gestures that signify
vitality.

[Sidenote: Do Not Show That Closing Is Hard Work]

Your physical condition or outward appearance will help or harm your
chances for success at the closing stage. You should not manifest the
least indication that you are under a strain of anxiety as to the
outcome, or that you lack the strength to control the completion of the
selling process. Why should you not have a feeling of ease when you
reach the close? _If your bearing suggests your self-confidence, it will
give the other man confidence in your capabilities._ When a salesman has
to "sweat blood" to finish a sale, he indicates that it is usually
mighty hard work for him to get what he wants. This impression suggests
to the other man that there must be something wrong with the proposition
or it wouldn't take so much effort of the salesman to put it across.
_Any element of doubt at the final stage will almost surely delay or
kill the salesman's chances to close successfully._

[Sidenote: Make Sure of A Good Batting Average]

Recall once more that the measure of success in selling is not 100% of
closed sales; every possible order secured and none lost. _Success is
made certain when failures are reduced to the minimum and successes are
increased to the maximum of practicability._ There can be no question
that if you use the _right processes_ in closing, your chances for
success will be so greatly increased that your batting average of actual
sales should take you far above the failure line. Your career as a
salesman involves _continual_ selling. You must make sale after sale.
However skillfully you employ the right process at the closing stage,
you may not accomplish your purpose the first time you try. _But if you
keep on selling your services in the right way, you will be as
absolutely certain to succeed as the master salesman of "goods" is sure
of closing his quota every year he works._

CHAPTER XII

_The Celebration Stage_

[Sidenote: What Are You Going to Do With Success?]

You know now the _certain_ way to get your chance to succeed in the
vocation of your choice. You are convinced that a _good salesman_ can
create and control his opportunities in any field, can bring himself to
good luck in the right market for his services. You are resolved to
master the art of selling, and so to i