W. Clement Stone was a phenomenal salesperson who built built a great
company -- the United States Casualty Company. He was also a close
friend of Napoleon Hill and co-author with Hill of Success Through
A Positive Mental Attitude. In The Success System That Never Fails,
Stone shares his story as well as many other success stories. The key
to Stone's success actually lies in the title of his book -- The System.
Stone believed the key components of a success systems that never fails
are (1) inspiration to action; (2) know how; and (3) activity knowledge.
The system should be managed based on a record of "success indicators",
which was his sales log. The system should be constructed by documenting
what works, including phrases that customers respond to. His first key
phrase was his sales opening -- "I believe this will interest you also."
When the customer responded, "What is it?" he had the opening for his
sales presentation. He developed a two-page form letter and two circulars
for direct mail that he used for recruiting for many years in his business,
and a screening process for hiring salespeople. One of Stone's key concepts
is, you are subject to your environment. Thefore, select the best
environment that will best develop you toward your desired objective.
He also said that sales are contingent on the attitude of the salesman,
not the attitude of the prospect. To keep priorities in order, that money
shouldn't be the main objective, his favorite quote is from Alexis Carroll,
a French scientist, "When a man understands that the aim of life is not
material profit, but life itself, he ceases to fix his attention exclusively
on the external world." The Success System That Never Fails is another self-
improvement classic that should be on your reading list.

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