The Greatest Salesman in the World

by Og Mandino

  I will laugh at the world.

  Henceforth will I shed only tears of sweat, for those of sadness or remorse or frustration are of no value in the market place whilst each smile can be exchanged for gold and each kind word, spoken from my heart, can build a castle.

  Never will I allow myself to become so important, so wise, so dignified, so powerful, that I forget how to laugh at myself and my world. In this matter I will always remain as a child, for only as a child am I given the ability to look up to others; and so long as I look up to another I will never grow too long for my cot.

  I will laugh at the world.

  And so long as I can laugh never will I be poor. This, then, is one of nature’s greatest gifts, and I will waste it no more. Only with laughter and happiness can I truly become a success. Only with laughter and happiness can I enjoy the fruits of my labor. Were it not so, far better would it be to fail, for happiness is the wine that sharpens the taste of the meal. To enjoy success I must have happiness, and laughter will be the maiden who serves me.

  I will be happy.

  I will be successful.

  I will be the greatest salesman the world has ever known.

  Chapter

  Fifteen

  The Scroll Marked VIII

  Today I will multiply my value a hundredfold.

  A mulberry leaf touched with the genius of man becomes silk.

  A field of clay touched with the genius of man becomes a castle.

  A cyprus tree touched with the genius of man becomes a shrine.

  A cut of sheep’s hair touched with the genius of man becomes raiment for a king.

  If it is possible for leaves and clay and wood and hair to have their value multiplied a hundred, yea a thousandfold by man, cannot I do the same with the clay which bears my name?

  Today I will multiply my value a hundredfold.

  I am liken to a grain of wheat which faces one of three futures. The wheat can be placed in a sack and dumped in a stall until it is fed to swine. Or it can be ground to flour and made into bread. Or it can be placed in the earth and allowed to grow until its golden head divides and produces a thousand grains from the one.

  I am liken to a grain of wheat with one difference. The wheat cannot choose whether it be fed to swine, ground for bread, or planted to multiply. I have a choice and I will not let my life be fed to swine nor will I let it be ground under the rocks of failure and despair to be broken open and devoured by the will of others.

  Today I will multiply my value a hundredfold.

  To grow and multiply it is necessary to plant the wheat grain in the darkness of the earth and my failures, my despairs, my ignorance, and my inabilities are the darkness in which I have been planted in order to ripen. Now, like the wheat grain which will sprout and blossom only if it is nurtured with rain and sun and warm winds, I too must nurture my body and mind to fulfill my dreams. But to grow to full stature the wheat must wait on the whims of nature. I need not wait for I have the power to choose my own destiny.

  Today I will multiply my value a hundredfold.

  And how will I accomplish this? First I will set goals for the day, the week, the month, the year, and my life. Just as the rain must fall before the wheat will crack its shell and sprout, so must I have objectives before my life will crystallize. In setting my goals I will consider my best performance of the past and multiply it a hundredfold. This will be the standard by which I will live in the future. Never will I be of concern that my goals are too high for is it not better to aim my spear at the moon and strike only an eagle than to aim my spear at the eagle and strike only a rock?

  Today I will multiply my value a hundredfold.

  The height of my goals will not hold me in awe though I may stumble often before they are reached. If I stumble I will rise and my falls will not concern me for all men must stumble often to reach the hearth. Only a worm is free from the worry of stumbling. I am not a worm. I am not an onion plant. I am not a sheep. I am a man. Let others build a cave with their clay. I will build a castle with mine.

  Today I will multiply my value a hundredfold.

  And just as the sun must warm the earth to bring forth the seedling of wheat so, too, will the words on these scrolls warm my life and turn my dreams into reality. Today I will surpass every action which I performed yesterday. I will climb today’s mountain to the utmost of my ability yet tomorrow I will climb higher than today, and the next will be higher than tomorrow. To surpass the deeds of others is unimportant; to surpass my own deeds is all.

  Today I will multiply my value a hundredfold.

  And just as the warm wind guides the wheat to maturity, the same winds will carry my voice to those who will listen and my words will announce my goals. Once spoken I dare not recall them lest I lose face. I will be as my own prophet and though all may laugh at my utterances they will hear my plans, they will know my dreams; and thus there will be no escape for me until my words become accomplished deeds.

  Today I will multiply my value a hundredfold.

  I will commit not the terrible crime of aiming too low.

  I will do the work that a failure will not do.

  I will always let my reach exceed my grasp.

  I will never be content with my performance in the market.

  I will always raise my goals as soon as they are attained.

  I will always strive to make the next hour better than this one.

  I will always announce my goals to the world.

  Yet, never will I proclaim my accomplishments. Let the world, instead, approach me with praise and may I have the wisdom to receive it in humility.

  Today I will multiply my value a hundredfold.

  One grain of wheat when multiplied a hundredfold will produce a hundred stalks. Multiply these a hundredfold, ten times, and they will feed all the cities of the earth. Am I not more than a grain of wheat?

  Today I will multiply my value a hundredfold.

  And when it is done I will do it again, and again, and there will be astonishment and wonder at my greatness as the words of these scrolls are fulfilled in me.

  Chapter

  Sixteen

  The Scroll Marked IX

  My dreams are worthless, my plans are dust, my goals are impossible.

  All are of no value unless they are followed by action.

  I will act now.

  Never has there been a map, however carefully executed to detail and scale, which carried its owner over even one inch of ground. Never has there been a parchment of law, however fair, which prevented one crime. Never has there been a scroll, even such as the one I hold, which earned so much as a penny or produced a single word of acclamation. Action, alone, is the tinder which ignites the map, the parchment, this scroll, my dreams, my plans, my goals, into a living force. Action is the food and drink which will nourish my success.

  I will act now.

  My procrastination which has held me back was born of fear and now I recognize this secret mined from the depths of all courageous hearts. Now I know that to conquer fear I must always act without hesitation and the flutters in my heart will vanish. Now I know that action reduces the lion of terror to an ant of equanimity.

  I will act now.

  Henceforth, I will remember the lesson of the firefly who gives of its light only when it is on the wing, only when it is in action. I will become a firefly and even in the day my glow will be seen in spite of the sun. Let others be as butterflies who preen their wings yet depend on the charity of a flower for life. I will be as the firefly and my light will brighten the world.

  I will act now.

  I will not avoid the tasks of today and charge them to tomorrow for I know that tomorrow never comes. Let me act now even though my actions may not bring happiness or success for it is better to act and fail than not to act and flounder. Happiness, in truth, may not be the fruit plucked by my action yet without action
all fruit will die on the vine.

  I will act now.

  I will act now. I will act now. I will act now. Henceforth, I will repeat these words again and again and again, each hour, each day, every day, until the words become as much a habit as my breathing and the actions which follow become as instinctive as the blinking of my eyelids. With these words I can condition my mind to perform every act necessary for my success. With these words I can condition my mind to meet every challenge which the failure avoids.

  I will act now.

  I will repeat these words again and again and again.

  When I awake I will say them and leap from my cot while the failure sleeps yet another hour.

  I will act now.

  When I enter the market place I will say them and immediately confront my first prospect while the failure ponders yet his possibility of rebuff.

  I will act now.

  When I face a closed door I will say them and knock while the failure waits outside with fear and trepidation.

  I will act now.

  When I face temptation I will say them and immediately act to remove myself from evil.

  I will act now.

  When I am tempted to quit and begin again tomorrow I will say them and immediately act to consummate another sale.

  I will act now.

  Only action determines my value in the market place and to multiply my value I will multiply my actions. I will walk where the failure fears to walk. I will work when the failure seeks rest. I will talk when the failure remains silent. I will call on ten who can buy my goods while the failure makes grand plans to call on one. I will say it is done before the failure says it is too late.

  I will act now.

  For now is all I have. Tomorrow is the day reserved for the labor of the lazy. I am not lazy. Tomorrow is the day when the evil become good. I am not evil. Tomorrow is the day when the weak become strong. I am not weak. Tomorrow is the day when the failure will succeed. I am not a failure.

  I will act now.

  When the lion is hungry he eats. When the eagle has thirst he drinks. Lest they act, both will perish.

  I hunger for success. I thirst for happiness and peace of mind. Lest I act I will perish in a life of failure, misery, and sleepless nights.

  I will command, and I will obey mine own command.

  I will act now.

  Success will not wait. If I delay she will become betrothed to another and lost to me forever. This is the time. This is the place. I am the man.

  I will act now.

  Chapter

  Seventeen

  The Scroll Marked X

  Who is of so little faith that in a moment of great disaster or heartbreak has not called to his God? Who has not cried out when confronted with danger, death, or mystery beyond his normal experience or comprehension? From where has this deep instinct come which escapes from the mouth of all living creatures in moments of peril?

  Move your hand in haste before another’s eyes and his eyelids will blink. Tap another on his knee and his leg will jump. Confront another with dark horror and his mouth will say, “My God” from the same deep impulse.

  My life need not be filled with religion in order for me to recognize this greatest mystery of nature. All creatures that walk the earth, including man, possess the instinct to cry for help. Why do we possess this instinct, this gift?

  Are not our cries a form of prayer? Is it not incomprehensible in a world governed by nature’s laws to give a lamb, or a mule, or a bird, or man the instinct to cry out for help lest some great mind has also provided that the cry should be heard by some superior power having the ability to hear and to answer our cry? Henceforth I will pray, but my cries for help will only be cries for guidance.

  Never will I pray for the material things of the world. I am not calling to a servant to bring me food. I am not ordering an innkeeper to provide me with room. Never will I seek delivery of gold, love, good health, petty victories, fame, success, or happiness. Only for guidance will I pray, that I may be shown the way to acquire these things, and my prayer will always be answered.

  The guidance I seek may come, or the guidance I seek may not come, but are not both of these an answer? If a child seeks bread from his father and it is not forthcoming has not the father answered?

  I will pray for guidance, and I will pray as a salesman, in this manner—

  Oh creator of all things, help me. For this day I go out into the world naked and alone, and without your hand to guide me I will wander far from the path which leads to success and happiness.

  I ask not for gold or garments or even opportunities equal to my ability; instead, guide me so that I may acquire ability equal to my opportunities.

  You have taught the lion and the eagle how to hunt and prosper with teeth and claw. Teach me how to hunt with words and prosper with love so that I may be a lion among men and an eagle in the market place.

  Help me to remain humble through obstacles and failures; yet hide not from mine eyes the prize that will come with victory.

  Assign me tasks to which others have failed; yet guide me to pluck the seeds of success from their failures. Confront me with fears that will temper my spirit; yet endow me with courage to laugh at my misgivings.

  Spare me sufficient days to reach my goals; yet help me to live this day as though it be my last.

  Guide me in my words that they may bear fruit; yet silence me from gossip that none be maligned.

  Discipline me in the habit of trying and trying again; yet show me the way to make use of the law of averages. Favor me with alertness to recognize opportunity; yet endow me with patience which will concentrate my strength.

  Bathe me in good habits that the bad ones may drown; yet grant me compassion for weaknesses in others. Suffer me to know that all things shall pass; yet help me to count my blessings of today.

  Expose me to hate so it not be a stranger; yet fill my cup with love to turn strangers into friends.

  But all these things be only if thy will. I am a small and a lonely grape clutching the vine yet thou hast made me different from all others. Verily, there must be a special place for me. Guide me. Help me. Show me the way.

  Let me become all you planned for me when my seed was planted and selected by you to sprout in the vineyard of the world.

  Help this humble salesman.

  Guide me, God.

  Chapter

  Eighteen

  And so it came to pass that Hafid waited in his lonely palace for he who was to receive the scrolls. The old man, with only his trusted bookkeeper for a companion, watched the seasons come and go, and the infirmities of old age soon prevented him from doing little except sit quietly in his covered garden.

  He waited.

  He waited nearly three full years after the disposal of his worldly wealth and the disbanding of his trade empire.

  And then from out of the desert to the East there appeared a slight, limping figure of a stranger who entered Damascus and made straightway through the streets until he stood before the palace of Hafid. Erasmus, usually a model of courtesy and propriety, remained resolutely in the doorway as the caller repeated his request, “I wouldst speak with thy master.”

  The stranger’s appearance was not one to inspire confidence. His sandals were ripped and mended with rope, his brown legs were cut and scratched and had sores in many places, and above them hung a loose and tattered camel’s hair loincloth. The man’s hair was snarled and long and his eyes, red from the sun, seemed to burn from within.

  Erasmus held tightly to the door handle. “What is it thou seeketh of my sire?”

  The stranger allowed his sack to fall from his shoulders and clenched both hands in prayer toward Erasmus. “Please, kind man, grant me an audience with thy master. I mean him no harm nor seek I alms. Let him hear my words and then I will go in haste if I offend him.”

  Erasmus, still unsure, slowly opened the do
or and nodded toward the interior. Then he turned without looking back and walked swiftly toward the garden with his visitor limping behind.

  In the garden, Hafid dozed, and Erasmus hesitated before his master. He coughed and Hafid stirred. He coughed again and the old man opened his eyes.

  “Forgive this disturbance, master, but there is a caller.”

  Hafid, now awake, sat up and shifted his gaze to the stranger who bowed and spoke. “Art thou he who has been called the greatest salesman in the world?”

  Hafid frowned but nodded, “I have been called that in years now gone. No longer is that crown on my old head. What seeketh thee of me?”

  The small visitor stood self-consciously before Hafid and rubbed his hands over his matted chest. He blinked his eyes in the soft light and replied, “I am called Saul and I return now, from Jerusalem, to my birthplace in Tarsus. However, I beg you, let not my appearance deceive you. I am not a bandit from the wilderness nor am I a beggar of the streets. I am a citizen of Tarsus and also a citizen of Rome. My people are Pharisees of the Jewish tribe of Benjamin and although I am a tentmaker by trade, I have studied under the great Gamaliel. Some call me Paul.” He swayed as he spoke and Hafid, not fully awake until this moment, apologetically motioned for his visitor to sit.

  Paul nodded but remained standing. “I come to thee for guidance and help which only you can give. Will you permit me, sire, to tell my story?”

  Erasmus, standing behind the stranger, shook his head violently, but Hafid pretended not to notice. He studied the intruder of his sleep carefully and then nodded, “I am too old to continue to look up at thee. Sit at my feet and I will hear you through.”