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 assured. This is imperative. You cannot win real success without it, nor should you make an effort to sell until thoroughly convinced that Spirella is All We Claim for it and Has No Equal.

10. COURAGE.—Without courage, conviction and confidence will be of no value to you. They must be backed by the courage To Dare and to Do. It takes courage to overcome obstacles and to face the problems which all must face to win success IN ANY LINE. No business is free from disappointment. This is no exception. You must necessarily strike poor streaks, you must face knotty problems, BUT YOU CAN OVER­COME AND MASTER THEM.

Summon all the energy of your mind and body. NEVER ENTER­TAIN A THOUGHT OF FAILURE. YOUR EVERY THOUGHT, WORD, ACTION, EVERY MOVEMENT AND EXPRESSION OF YOUR BODY SHOULD WORK TOGETHER. YOU CAN REACH THE HIGHEST SUCCESS ONLY WHEN YOU HAVE SUFFICIENT CONFIDENCE AND COURAGE TO PUT YOUR WHOLE SELF INTO YOUR WORK IN ONE COMPLETE, HARMONIOUS AC­TION. PEOPLE WATCH EVERY EXPRESSION OF YOUR FACE AND EVERY GESTURE OF YOUR BODY; THESE MUST BACK UP AND AGREE WITH WHAT YOU SAY. IF YOUR CONVIC­TION IS DEEP ENOUGH, YOUR CONFIDENCE AND, COURAGE IN SPIRELLA BROAD AND STRONG ENOUGH; '''YOU CAN COM­PEL ACTION, i. e., INDUCE SALES. Make difficulties stepping stones''' to greater achievements. You will hear about "hard times." Some will say, "0, you can't sell those corsets! You have struck a poor town. Peo­ple have all the corsets they want."

CONFIDENCE AND COURAGE will lift you above the influence of such remarks. Remember the room at the top. A superior article is always in demand. Many of our Representatives are earning to-day from $75.00 to $200.00 per month in spite of all obstacles. We believe you can do it. "What we want is not talent, IT IS COURAGE AND PURPOSE; NOT POWER TO ACHIEVE, BUT THE WILL TO DO REGARDLESS OF DIFFICULTIES." Bring to your work an ENERGY and ENTHUSI­ASM born of CONVICTION. Push your business vigorously and work for large profits. Believe in your goods, throw your whole heart into your work and others will catch your spirit. "ENTHUSIASM RULES THE WORLD," said the Great Napoleon. ENTHUSIASM IS THAT SOME­THING IN YOUR NATURE THAT CARRIES EVERYTHING BEFORE IT. Emerson says: "NOTHING GREAT WAS EVER ACHIEVED WITHOUT ENTHUSIASM."

Fire all your faculties to a white heat, and you must carry everything before you. A customer is influenced more by Earnestness than by Logic. Enthusiasm creates an EAGER DESIRE for what you have. ENTHUSI­ASM lessens difficulties, because it carries your customer over all objec­tions which she otherwise would raise. "THE WORLD BELONGS TO THE ENERGETIC."