ENTHUSIASM 479Faith involves a principle so far-reaching in its effect that no one can
say what its limitations are, or if it has limitations. Write into the descrip-
tion oj your Definite Chief Aim a statement oj the qualities that you intend to
develop in yourself, and the station in life that you intend to attain, and have faith,
as you read this description each night, that you can traniform this purpose into
reality. Surely, you cannot miss the suggestion contained in this lesson.
To become successful you must be a person of action. Merely to
"know" is not sufficient. It is necessary both to know and to do.
Enthusiasm is the mainspring of the mind that urges one to put
knowledge into action.
Billy Sunday is the most successful evangelist this country has
ever known. For the purpose of studying his technique and checking
up on his psychological methods, I went through three campaigns with
Reverend Sunday.
His success is based very largely on one word-ENTHUSIASM!
By making effective use of the law of suggestion, Billy Sunday
conveys his own spirit of Enthusiasm to the minds of his followers
and they become influenced by it. He sells his sermons by exactly the
same sort of strategy employed by many master salespeople.
Enthusiasm is as essential to a salesperson as water is to a duck!
All successful sales managers understand the psychology of En-
thusiasm and make use of it, in various ways, as a practical means of
helping their group produce more sales.
Practically all sales organizations have get-together meetings for
the purpose of revitalizing the minds of all members of the sales force
and injecting the spirit of Enthusiasm, which can be best done en masse
through group psychology.
Sales meetings might properly be called "revival" meetings, because
their purpose is to revive interest and arouse Enthusiasm that will enable
the salespeople to take up the fight with renewed ambition and energy.
During his administration as sales manager of the National Cash
Register Company, Hugh Chalmers (who later became famous in the