Success

There is one way in which you can so express the composite of your personality that it will always attract, even though you may be as homely as the circus "fat woman," and this is by Taking a keen heart-interest in the other fellow's "game in life.

Let me illustrate exactly what is meant, by relating an incident that happened some years ago, from which I was taught a lesson in master salesmanship. One day an old lady called at my office and sent in her card with a message saying that she must see me personally.

No amount of coaxing by secretaries could induce her to disclose the nature of her visit, therefore I made up my mind that she was some poor old soul who wanted to sell me a book, and remembering that my own mother was a woman, I decided to go out to the reception room and buy her book, whatever it might be. Please follow every detail thoughtfully; for you, too, may learn a lesson in master salesmanship from this incident.

As I walked down the hallway from my private office this old lady, who was standing just outside of the railing that led to the main reception room, began to smile. I had seen many people smile, but never before had I seen one who smiled so sweetly as did this lady. It was one of those contagious smiles, because I caught the spirit of it and began to smile also.

As I reached the railing the old lady extended her hand to shake hands with me. Now, as a rule, I do not become too friendly on first acquaintance when a person calls at my office, for the reason that it is very hard to say "no" if the caller should ask me to do that which I do not wish to do.

However, this dear old lady looked so sweetly innocent and harmless that I extended my hand and she began to shake it! Whereupon, I discovered that she not only had an attractive smile, but she also had a magnetic handshake.

She took hold of my hand firmly, but not too firmly, and the very manner in which she went about it telegraphed the thought to my brain that it was she who was doing the honors. She made me feel that she was really and truly glad to shake my hand, and I believe that she was. I believe that her handshake came from the heart as well as from the hand.