224 THE PRINCIPLES OF SELF-MASTERY
will find that the one who advances believes in tbemseJt, and that he or she
backs their belief with such dynamic, aggressive action that others can
recognize it in them. You will also notice that this Self-Confidence is
contagious; it is impelling; it is persuasive; it attracts others.
You will also find that the one who does not advance shows clearly,
by the look on their face, by the posture of their body, by the lack of
briskness in their step, by the uncertainty with which they speak, that he
or she lacks Self-Confidence. No one is going to pay much attention to
the person who has no confidence in themsel£
They do not attract others because their mind is a negative force
that repels rather than attracts.
In no other field of endeavor does Self-Confidence, or the lack of
it, play such an important part as in the field of sales, and one does not
need to be a character analyst to determine, on first meeting, whether a
salesperson possesses this quality. If you have it, the signs of its influence
are written allover you. The moment you speak you inspire customers
with confidence in you and in the goods you are selling.
We come now to the point at which you are ready to take hold of
the principle of autosuggestion and make direct use of it in developing
yourself into a positive, dynamic, self-reliant person. You are instructed
to copy the following formula, sign it, and commit it to memory:
SELF-CONFIDENCE FORMULA- I know that I have the ability to achieve the object of my definite
purpose, therefore I demand of myself persistent, aggressive, and
continuous action toward its attainment. - I realize that the dominating thoughts of my mind will eventually
reproduce themselves in outward, bodily action and then gradually
transform themselves into physical reality. Therefore, I will concen-
trate my mind for thirty minutes daily on the task of thinking of