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.
System and regularity in business are conducive to self-confidence. Poise and tranquility of mind are not possible where things are topsy-turvy. A definite time and place for everything exercises a surprising effect upon a man’s good nature. When soldiers are on the march, it is necessary for those in front to move forward in regular order, else those in the rear will be thrown into confusion. So in business, when a man makes it a rule to dispose of his routine matters promptly and thoroughly he is able to begin each day with a clear mind and free from undue anxiety. It is amazing how some busy men of affairs transact their daily business without haste or friction, and all because of well-organized system.
Promptitude is a quality that inspires confidence in a man. To be on time is an aid to self-possession. One who is late in rising, late in reaching the office, late for lunch, late for engagements, works at a constant disadvantage, and it is small wonder that such a man soon loses faith in himself. Grant has been compared to Napoleon in his punctuality and scrupulous attention to details. Sherman once wrote to him, saying: “You went into battle as if the event of possible defeat had never for a moment entered your thought.
I can compare it to nothing but to the faith of a Christian in his Savior. It was this that gave us confidence.” Real courage is infectious. The bright, enthusiastic, independent man infuses these same qualities in those about him. He creates an atmosphere of success so that others are eager for association with him. Nothing succeeds like success. The crowd follows the leader. Once a business man is prosperous, he has no difficulty in securing patrons. To the lawyer of large practice, the specialist with a “waiting list,” and the minister with a well-filled church, all are anxious to go.
A business man should be a good judge of human nature, know how to adapt himself quickly to unexpected circumstances, know precisely when to argue and when merely to suggest. Arrogance and dogmatism should never be confounded with self-reliance. A disposition to yield, when judgment dictates the wisdom of such a course, is an element in the confidence we have been recommending in these pages.
Who is most rapidly promoted in a business house? Not the timid, apologetic, humble man who is afraid to suggest, initiate, or speak out for himself. It is he who pushes ahead while others contentedly remain in the rut, and who, striving to make the most of himself, determines that to-day will be better than yesterday, and who speaks forth his innermost convictions with unwavering courage. It is this efficient, independent, self-reliant man who is in constant and increasing demand, and who at last becomes indispensable.
Let the man who would succeed in business build his confidence to the highest degree. Let him be strong and valiant in the most difficult undertakings. Let him be eager to assume new and larger responsibilities. Let him keep his counsel, while doing his work faithfully and well. Let him stand proud and erect, with fearthought crushed beneath his feet. Let him realize the inexhaustible power within him that awaits development.
Let him cultivate all he can of courtesy, cheerfulness, regularity, promptitude, and determination. Constantly let him affirm “I am, I can, I will, I must, I dare,” and no height will seem too great for him. This invincible resoluteness has been the conquering spirit of all highly successful men. This should be the ruling ambition of every noble soul.