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“How
to Develop Self-Confidence
In Speech and Manner” eBook Online Version
Chapter XVI
CONFIDENCE IN BUSINESS
There is something in the bearing of a successful man that instantly proclaims itself. If you will closely observe him you will be particularly impressed by his speech and manner. He carries himself erect, looks you straight in the eye, and speaks in a voice that is direct and authoritative. He is sure of himself, and without apparent effort commands your attention and approval. He is a thinker. His opinions have been thoroughly thought out and formulated into judgments. He has the facts. Hence, he does not quickly resent opposing opinions, knowing he can at will combat and overthrow them. He has poise. This he has learned from his long experience with the world of men. He does not scatter his powers, but concentrates upon one thing at a time. He is master of himself, and therefore easily masters others. He is, in short, what is known as a self-confident man.
Self-reliance can be cultivated by persistently affirming the thing which one desires to do and be. The words "I can and will," if repeated earnestly and often enough, should conquer the most formidable difficulties. When a man says, "I think I will see Smith about this, and perhaps he will do what I want," he is not working on successful lines. When, however, he says firmly and positively,'' Smith is the very man for this; I will make him do it," the very determination of his purpose multiplies many times his chances of success.
The business man who is desirous of developing a high degree of self-confidence, should begin by assuming the physical attitude of the man he would be. His walk should be brisk and elastic, but not hurried. As a special exercise, lie may say mentally, at each step, "I--am--a--strong--dignified--magnetic--self-confident--man." Or he may repeat to him-self, '' I--will--accomplish--this--business--that--I--now--go--to--secure.'' Over and over again he should say, "I--am--vigorous--strong--successful---and self-confident. I--grow--daily--in--ambition-- power---influence--cheerfulness – and achievement."
When the head of a business is self-confident, he silently communicates this quality to his employees. They in turn inspire the same feeling in their customers, so that the entire atmosphere of such a house becomes one of trust and respect. The structure of the whole business world, indeed, has its foundation in mutual confidence.
Politeness is one of the most valuable assets in business. The principal of a corporation recently sent a telegram to each of its thousands of employees, asking, "Did you say 'thank you' to every customer you waited on to-day?" It is a mistake to think of courtesy as weakness or servility. The strongest and most valiant men have been noteworthy for this high quality. Scores of instances in business and professional life might be cited where pleasing manners have won fortune and fame.
In business, as in society, a man's personal appearance counts for much. His clothes, linen, shoes, the care of his teeth, nails, and hair, all contribute to his feeling of self-respect and to the impression he makes upon others. A smart-looking suit, polished shoes, and clean-shaven face, have sometimes taken precedence over ability. In most business houses a shabbily-dressed man will not be employed, however talented he may be. A good personal appearance is as indispensable to success as it is to self-confidence. For this reason it is vitally important that a man keep himself in prime physical condition. Fresh skin, clear eyes, favorable and vigorous manner are indications of personal character.
An attractive force in business is that of cheerful thinking. Some men are always complaining that business is bad, or not what it used to be. They cast a gloomy shadow over every one they meet, gradually driving people away until at length their business slips entirely from them. A cheerful man is an attractive force. People like to meet him and will choose to return to him again and again. It is the cheerful man in business who knows how to face disappointments, adjust difficulties, and turn hostility into friendship. A sunny smile will often disarm the most disgruntled customer, and a pleasant remark may conciliate an enemy. It is well known that cheerful-faced clerks report the largest cash sales at the close of the day. An optimistic, cheerful, self-confident temperament is too valuable a business asset to be disregarded, and, more over, no great success is possible without it.
Properly to conduct a large business in these days of keen competition one must possess many varied abilities. Energy, judgment, decision, invincible determination, self-reliance, and similar qualities are essential. As a writer says: "The perpetual call on a man's readiness, self-control, and vigor which business makes, the constant appeals to the intellect, the stress upon the will, the necessity for rapid and responsible exercise of judgment--all these constitute high culture, though not the highest. It is a culture which strengthens and invigorates, if it does not refine; which gives force, if not polish. It makes strong men, and ready men, and men of vast capacity for affairs, though it does not necessarily make refined men or gentlemen.'' But we know that a business man can be and often is a high type of gentleman. Kindness, frankness, courtesy, and all the polished manners of refined society, may be carried into the counting room.
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