Napoleon Hill
Select any two people of these two types that you choose, and study
them, and the reason why one advances and the other stands still will
be quite obvious to you.
You will find that the one who advances believes in himself. You will
find that he backs this belief with such dynamic, aggressive action
that he lets others know that he believes in himself.
You will also notice that this Self-confidence is contagious; it is impelling; it is persuasive; it attracts others. IF you want a thing done well, call on some busy person to do it. Busy people are generally the most painstaking and thorough in all they do. You will also find that the one who does not advance shows clearly, by the look on his face, by the posture of his body, by the lack of briskness in his step, by the uncertainty with which he speaks, that he lacks Self-confidence.
No one is going to pay much attention to the person who has no confidence in himself. He does not attract others because his 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 salesmanship, and you
do not need to be a character analyst to determine, the moment you
meet him, whether a salesman possesses this quality of Self-confidence.
If he has it the signs of its influence are written all over him. He inspires you with confidence in him and in the goods he is selling the moment he speaks. We come, now, to the point at, which you are ready to take hold of the principle of Auto-suggestion and make direct use of it in developing yourself into a positive and dynamic and self-reliant person.
You are instructed to copy the following formula, sign it and commit it to memory:
SELF-CONFIDENCE FORMULA
First: 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.