The Greatest Salesman in the World - PDFDrive

refuse to talk, towalk, tosleepwith thesheep.Theslaughterhouseoffailure isnotmydestiny.IwillpersistuntilIsucceed.FromtheancientscrollmarkedIIIin

THEGREATESTSALESMANINTHEWORLD

BantamBooksbyOgMandinoABETTERWAYTOLIVETHECHOICETHECHRIST

COMMISSIONTHEGIFTOFACABAR(withBuddyKaye)THEGREATESTMIRACLEIN

THE WORLDTHE GREATEST SALESMAN IN THE WORLDTHE

GREATEST

SALESMANINTHEWORLD,PARTII:TheEndoftheStoryTHEGREATESTSECRETIN

THE WORLDTHE GREATEST SUCCESS IN THE WORLDMISSION:SUCCESS!OG

MANDINO‟S UNIVERSITY OF SUCCESSTHE RETURN OF THERAGPICKER

Thiseditioncontainsthecompletetextoftheoriginalhardcoveredition.

NOTONEWORDHASBEENOMITTED.

THEGREATESTSALESMANINTHEWORLD

ABantamBook/publishedbyarrangementwithFrederickFell,Inc.

PUBLISHINGHISTORY

FrederickFelleditionpublishedJanuary1968

BantameditionpublishedMarch1974

Bantamtradeedition/February1985

Allrightsreserved.

Copyright©1968byOgMandino.

Nopartof thisbookmaybe reproducedor transmitted inany formorbyanymeans,electronicormechanical, includingphotocopying,recording,orbyanyinformationstorageandretrievalsystem,withoutpermissioninwritingfromthepublisher. For information address: Frederick Fell Publishers, Inc., 2131HollywoodBlvd.,Suite204,Hollywood,FL33020.

eISBN:978-0-307-78090-4

BantamBooksarepublishedbyBantamBooks,adivisionofBantamDoubledayDell Publishing Group, Inc. Its trademark, consisting of the words “Bantam

Books” and the portrayal of a rooster, is Registered in U.S. Patent andTrademarkOfficeandinothercountries.

MarcaRegistrada.BantamBooks,1540Broadway,NewYork,NewYork10036.

v3.1

ThisbookisrespectfullydedicatedtoagreatsalesmanW.CLEMENTSTONE

whohasblendedlove,compassion,andauniquesystemofsalesmanshipintoalivingphilosophyforsuccesswhichmotivatesandguidescountlessthousandsofindividuals,eachyear,todiscovergreaterhappiness,goodmentalandphysicalhealth,peaceofmind,powerandwealth.

Contents

Cover

OtherBooksbyThisAuthor

TitlePage

Copyright

ChapterSeventeen

ChapterEighteen

AbouttheAuthor

PreviewofTheGreatestSalesmanintheWorldPartIIAppreciations

“THEGREATESTSALESMANINTHEWORLDisoneofthemostinspiring,uplifting,andmotivatingbooks Ihaveever read. Icanwellunderstandwhy ithashadsuchasplendidacceptance.”

NormanVincentPeale

“At last! A book on sales and salesmanship that can be read and enjoyed byveteranandrecruitalike!IhavejustcompletedTHEGREATESTSALESMANINTHEWORLDfor thesecondtime—itwastoogoodfor justonereading—andinallsincerity,Isaythatitisthemostreadable,mostconstructiveandmostusefulinstrumentfortheteachingofsalesasaprofessionthatIhaveeverread.”

F.W.Errigo,Manager

U.S.SalesTraining

Parke,Davis&Company

“Ihavereadalmosteverybookthathaseverbeenwrittenonsalesmanship,butIthinkOgMandinohascapturedallof theminTHEGREATESTSALESMANIN THE WORLD. No one who follows these principles will ever fail as asalesman,andnoonewilleverbetrulygreatwithoutthem;but,theauthorhasdonemorethanpresenttheprinciples—hehaswoventhemintothefabricofoneofthemostfascinatingstoriesIhaveeverread.”

PaulJ.Meyer,President

SuccessMotivationInstitute.Inc.

“Every sales manager should read THE GREATEST SALESMAN IN THE

WORLD.Itisabooktokeepatthebedside,oronthelivingroomtable—abooktodipintoasneeded,tobrowseinnowandthen,toenjoyinsmallstimulatingportions.It isabookforthehourandfortheyears,abooktoturntooverandover again, as to a friend, a book ofmoral, spiritual and ethical guidance, anunfailingsourceofcomfortandinspiration.”

LesterJ.Bradshaw,Jr.

FormerDean,DaleCarnegieInstitute

ofEffectiveSpeaking&HumanRelations

“IwasoverwhelmedbyTHEGREATESTSALESMANINTHEWORLD.Itis,withoutdoubt,thegreatestandthemosttouchingstoryIhaveeverread.ItissogoodthattherearetwomuststhatIwouldattachtoit:First,youmustnotlayitdown until you have finished it; and secondly, every individual who sellsanything,andthatincludesusall,mustreadit.”

RobertB.Hensley

President.LifeInsuranceCo.ofKentucky

“Og Mandino provocatively prods your attention into fascination as hemasterfullyrelateshisstory.THEGREATESTSALESMANINTHEWORLDisabookwithemotionalappealformillions.”

RoyGarn,ExecutiveDirector

EmotionalAppealInstitute

“Thereareveryfewmenwhohave thewriting talentwithwhichOgMandinohasbeenblessed.Thethoughtscontainedinthisbooksymbolizetheimportanceofsellingtotheentireworld‟sexistence.”

SolPolk,President

PolkBros.,Inc.

“I have just finished the uninterrupted reading of THE GREATESTSALESMANIN

THEWORLD.Theplot isoriginal and ingenious.The style is interestingandfascinating.Themessageismovingandinspiring.

“Every one of us is a salesman, nomatterwhat his occupation or profession.Most of all, first he must sell himself to himself in order to find personalhappinessandpeaceofmind.Thisbook,ifcarefullyread,absorbedandheeded,canhelpeveryoneofustobehisbestsalesman.”

Dr.LouisBinstock

Rabbi,TempleSholom,Chicago

“I like the story … I like the style … I like the book. Every salesman andmembersofhisfamilyshouldreadit.”

W.ClementStone,President

CombinedInsuranceCo.ofAmerica

“In my opinion, THE GREATEST SALESMAN IN THE WORLD by OgMandinowill become a classic. I have published hundreds of books over theyearsbutOgMandino‟spowerfulmessagefoundaplaceinmyinnermostbeing.Iamproudtobethepublisherofthisbook.”

FrederickV.Fell

Chapter

One

Hafid lingeredbefore thebronzemirror and studiedhis reflected image in thepolishedmetal.

“Onlytheeyeshaveretainedtheiryouth,”hemurmuredasheturnedawayandmovedslowlyacrossthespaciousmarblefloor.Hepassedbetweenblackonyxcolumnsrisingtosupportceilingsburnishedwithsilverandgoldandhisaginglegscarriedhimpasttablescarvedfromcyprusandivory.

Tortoiseshellgleamedfromcouchesanddivansandthewalls,inlaidwithgems,shimmered with brocades of the most painstaking design. Huge palms grewplacidlyinbronzevesselsframingafountainofalabasternymphswhileflowerboxes, encrusted with gems, competed with their contents for attention. Novisitor to Hafid‟s palace could doubt that he was, indeed, a person of greatwealth.

The old man passed through an enclosed garden and entered his warehousewhichextendedbeyondthemansionforfivehundredpaces.Erasmus,hischiefbookkeeper,waiteduncertainlyjustbeyondtheentryway.

“Greetings,sire.”

Hafidnoddedandcontinuedoninsilence.Erasmusfollowed,hisfaceunabletodisguiseconcernatthemaster‟sunusualrequestforameetinginthisplace.NeartheloadingplatformsHafidpausedtowatchgoodsbeingremovedfrombaggagewagonsandcountedintoseparatestalls.

There were wools, fine linens, parchment, honey, carpets, and oil from AsiaMinor; glass, figs, nuts, and balsam from his own country; textiles and drugsfromPalmyra;ginger,cinnamon,andpreciousstonesfromArabia;corn,paper,granite, alabaster, and basalt from Egypt; tapestries from Babylon; paintingsfromRome;andstatuesfromGreece.Thesmellofbalsamwasheavyintheairand Hafid‟s sensitive old nose detected the presence of sweet plums, apples,cheese,andginger.

Finally he turned to Erasmus. “Old friend, how much wealth is there nowaccumulatedinourtreasury?”

Erasmuspaled,“Everything,master?”

“Everything.”

“IhavenotstudiedthenumbersrecentlybutIwouldestimatethereisinexcessofsevenmilliongoldtalents.”

“Andwere all the goods in allmywarehouses and emporiums converted intogold,howmuchwouldtheybring?”

“Ourinventoryisnotyetcompleteforthisseason,sire,butIwouldcalculateaminimumofanotherthreemilliontalents.”

Hafidnodded,“Purchasenomoregoods. Institute immediatelywhateverplansarerequiredtoselleverythingthatismineandconvertallofittogold.”

The bookkeeper‟smouth opened but no sound came forth.He fell back as ifstruckandwhenfinallyhecouldspeak,thewordscamewitheffort.

“I do not understand, sire. This has been our most profitable year. Everyemporiumreportsanincreaseinsalesoverthepreviousseason.EventheRomanlegionsarenowourcustomersfordidyounotsell theProcurator inJerusalemtwo hundred Arabian stallions within the fortnight? Forgive my boldness forseldomhaveIquestionedyourordersbut thiscommandIcannotcomprehend.…”

HafidsmiledandgentlygraspedErasmus‟hand.

“My trusted comrade, is yourmemory of sufficient strength to recall the firstcommand you received from me when you entered my employ many yearsago?”

Erasmusfrownedmomentarilyandthenhisfacebrightened.“Iwasenjoinedbyyoutoremove,eachyear,halftheprofitfromourtreasuryanddispenseittothepoor.”

“Didyounot,atthattime,considermeafoolishmanofbusiness?”

“Ihadgreatforebodings,sire.”

Hafidnoddedandspreadhisarmstowardtheloadingplatforms.“Willyounowadmitthatyourconcernwaswithoutground?”

“Yes,sire.”

“ThenletmeencourageyoutomaintainfaithinthisdecisionuntilIexplainmyplans.Iamnowanoldmanandmyneedsaresimple.SincemybelovedLishahas been taken fromme, after somany years of happiness, it ismy desire todistributeallofmywealthamongthepoorofthiscity.Ishallkeeponlyenoughto completemy lifewithout discomfort. Besides disposing of our inventory, Iwishyoutopreparethenecessarydocumentswhichwilltransfertheownershipofeveryemporium tohimwhonowmanageseach forme. I alsowishyou todistributefivethousandgoldtalentstothesemanagersasarewardfortheiryearsof loyalty and so that theymay restock their shelves in anymanner that theydesire.”

Erasmus began to speak but Hafid‟s raised hand silenced him. “Does thisassignmentseemunpleasanttoyou?”

Thebookkeepershookhisheadandattemptedtosmile.“No,sire,itisonlythatIcannotunderstandyour reasoning.Yourwordsare thoseofamanwhosedaysarenumbered.”

“It is your character, Erasmus, that your concern should be forme instead ofyourself.

Haveyenothoughtsforyourownfuturewhenourtradeempireisdisbanded?”

“Wehavebeencomradestogetherformanyyears.HowcanI,now,thinkonlyofmyself?”

Hafid embracedhis old friend and replied, “It is not necessary. I ask that youimmediatelytransferfiftythousandgoldtalentstoyournameandIbegthatyouremainwithmeuntilapromiseImadelongagoisfulfilled.WhenthatpromiseiskeptIwillthenbequeaththispalaceandwarehousetoyouforIwillthenbereadytorejoinLisha.”

Theoldbookkeeperstaredathismasterunabletocomprehendthewordsheard.

“Fifty thousandgold talents, thepalace, thewarehouse…Iamnotdeserving.…”

Hafid nodded. “I have always counted your friendship as my greatest asset.What I now bestow on you is of little measure compared to your unendingloyalty.Youhavemasteredtheartoflivingnotforyourselfalone,butforothers,andthisconcernhasstampedtheeaboveall,asamanamongmen.NowIurgeyou to hastenwith the consummation ofmy plans.Time is themost preciouscommodityIpossessandthehourglassofmylifeisnearlyfilled.”

Erasmus turned his face to hide his tears.His voice broke as he asked, “Andwhat of your promise, yet to keep?Althoughwe have been as brothers neverhaveIheardyoutalkofsuchamatter.”

Hafidfoldedhisarmsandsmiled.“Iwillmeetwithyouagainwhenyouhavedischargedmycommandsofthismorning.ThenIwilldiscloseasecretwhichIhavesharedwithnoone,exceptmybelovedwife,foroverthirtyyears.”

Chapter

Two

And so it came to pass that a heavily guarded caravan soon departed fromDamascus carrying certificates of ownership and gold for thosewhomanagedeachofHafid‟stradeemporiums.FromObedinJoppatoReuelatPetra,eachofthe ten managers received word of Hafid‟s retirement and gift in stunnedsilence.Eventually,aftermakingitslaststopattheemporiuminAntipatris,thecaravan‟smissionwascomplete.

Themostpowerfultradeempireofitstimewasnomore.

His heart heavy with sadness, Erasmus sent word to his master that thewarehousewasnowemptyandtheemporiumsnolongerboretheproudbannerof Hafid. The messenger returned with a request that Erasmus meet with hismasterbythefountainintheperistyle,immediately.

Hafidstudiedhisfriend‟sfaceandasked,“Isitdone?”

“Itisdone.”

“Grievenot,kindfriend,andfollowme.”

Only the sound of their sandals echoed in the giant chamber as Hafid ledErasmustowardthemarblestairwayattherear.Hisstepsmomentarilyslowedashenearedasolitarymurrhinevaseonatallstandofcitruswoodandhewatchedasthesunlightchangedtheglassfromwhitetopurple.Hisoldfacesmiled.

Then the two old friends began to climb the inner steps that led to the roominside the palace dome. Erasmus took notice that the armed guard, alwayspresent at the foot of the steps, no longer was there. Finally they reached alanding and paused since both were without breath from the exertion of theclimb.ThentheycontinuedontoasecondlandingandHafidremovedasmallkeyfromhisbelt.Heunlockedtheheavyoakdoorandleanedagainstituntilitcreaked inwards. Erasmus hesitated until hismaster beckoned him inside andthen he stepped timidly into the room to which no one had been allowedadmissionforoverthreedecades.

Grey and dusty light seeped down from turrets above and Erasmus grippedHafid‟sarmuntilhiseyesbecameaccustomedtothesemi-darkness.Withafaintsmile,HafidwatchedasErasmusturnedslowlyinaroomthatwasbareexceptforasmallcedarchestspotlightedinashaftofsunlightinonecorner.

“Areyounotdisappointed,Erasmus?”

“Iknownotwhattosay,sire.”

“Areyounotdisappointedinthefurnishings?Certainlythecontentsofthisroomhave been a conversation piece among many. Have you not wondered orconcerned yourself with the mystery of what is contained here which I haveguardedsozealouslyforsolong?”

Erasmusnodded,“Itistrue.Therehasbeenmuchtalkandmanyrumorsthroughtheyearsastowhatourmasterkepthiddenhereinthetower.”

“Yes,myfriend,andmostofthemIhaveheard.Ithasbeensaidthatbarrelsofdiamonds were here, and gold ingots, or wild animals, or rare birds. Once aPersianrugmerchanthintedthatperhapsImaintainedasmallharemhere.Lishalaughedat the thoughtofmewithacollectionof concubines.But, asyoucanobserve,thereisnothinghereexceptasmallchest.

Now,comeforward.”

ThetwomencrouchedbesidethechestandHafidcarefullyproceededtounrolltheleatherstrappingwhichencircledit.Heinhaleddeeplyofthecedarfragrancefrom the wood and finally he pushed against the cover and it quietly sprungopen.Erasmus leaned forwardand staredoverHafid‟s shoulderat the trunk‟scontents.He looked atHafid and shook his head in bewilderment. Therewasnothinginsidethetrunkbutscrolls…leatherscrolls.

Hafid reached inside and gently removed one of the rolls. Momentarily heclasped it to his breast and closed his eyes.A quiet calmness settled over hisface,brushingawaythelinesofage.Thenherosetohisfeetandpointedtowardthechest.

“Were this roomfilled to itsbeamswithdiamonds, itsvaluecouldnotsurpasswhatyour eyesbehold in this simplewoodenbox.All the success, happiness,love,peaceofmind,andwealththatIhaveenjoyedisdirectlytraceabletowhat

is contained in these few scrolls. My debt to them and to the wise one whoentrustedthemtomycarecanneverberepaid.”

Frightenedby the tone inHafid‟svoice,Erasmus steppedbackandasked, “Isthisthesecrettowhichyouhavereferred?Isthischestconnectedinsomewaywiththepromiseyouhaveyettokeep?”

“Theansweris„yes‟tobothofyourquestions.”

ErasmuspassedhishandacrosshisperspiringforeheadandlookedatHafidwithdisbelief.“Whatiswrittenonthesescrollsthatplacestheirvaluebeyondthatofdiamonds?”

“Allbutoneof these scrolls containaprinciple, a law,or a fundamental truthwritteninauniquestyletohelpthereaderunderstanditsmeaning.Tobecomeamaster in theartofsalesonemust learnandpractice thesecretofeachscroll.When one masters these principles one has the power to accumulate all thewealthhedesires.”

Erasmusstaredattheoldscrollswithdismay.“Aswealthyeven,asyou?”

“Farwealthier,ifhechooses.”

“Youhavestatedthatallbutoneofthesescrollscontainsellingprinciples.Whatiscontainedonthelastscroll?”

“Thelastscroll,asyoucallit,isthefirstscrollwhichmustberead,sinceeachisnumberedtobereadinaspecialsequence.Andthefirstscrollcontainsasecretwhich has been given to amere handful ofwisemen throughout history. Thefirstscroll,intruth,teachesthemosteffectivewaytolearnwhatiswrittenontheothers.”

“Itseemstobeataskthatanyonecanmaster.”

“Itis,indeed,asimpletaskprovidedoneiswillingtopaythepriceintimeandconcentrationuntileachprinciplebecomesapartofone‟spersonality;untileachprinciplebecomesahabitinliving.”

Erasmusreachedintothechestandremovedascroll.Holdingitgentlybetweenhis fingers andhis thumb,he shook it towardHafid. “Forgiveme,master,but

whyisitthatyouhavenotsharedtheseprincipleswithothers,especiallythosewhohavelaboredlonginyouremploy?

Youhavealways shownsuchgenerosity inallothermatters,how is it that allwho have sold for you did not receive the opportunity to read thesewords ofwisdomandthusbecomewealthytoo?

Attheveryleast,allwouldhavebeenbettersellersofgoodswithsuchvaluableknowledge.Whyhaveyoukepttheseprinciplestoyourselfforalltheseyears?”

“Ihadnochoice.Manyyearsagowhenthesescrollswereentrustedtomycare,Iwasmadetopromiseunderoath,thatIwouldsharetheircontentswithonlyoneperson. I do not yet understand the reasoning behind this strange request.However,Iwascommandedtoapplytheprinciplesofthescrollstomyownlife,until oneday someonewould appearwhohadneed for thehelp andguidancecontainedinthesescrollsfarmorethanIdidwhenIwasayouth.IwastoldthatthroughsomesignIwouldrecognizetheindividualtowhomIwastopassthescrollseven though itwaspossible that the individualwouldnotknowthathewasseekingthescrolls.

“Ihavewaitedpatiently,andwhileIwaitedIappliedtheseprinciplesasIwasgiven permission to do. With their knowledge I became what many call thegreatestsalesmanintheworldjustashewhobequeathedthesescrollstomewasacclaimedasthegreatestsalesmanofhistime.Now,Erasmus,perhapsyouwillunderstand,at last,whysomeofmyactionsthroughtheyearsseemedpeculiarandunworkabletoyou,yettheyprovedsuccessful.Alwaysweremydeedsanddecisionsguidedbythesescrolls;therefore,itwasnotthroughmywisdomthatweacquiredsomanygoldtalents.Iwasonlytheinstrumentoffulfillment.”

“Doyoustillbelievethathewhoistoreceivethesescrollsfromtheewillappearafterallthistime?”

“Yes.”

HafidgentlyreplacedthescrollsandclosedthechestHespokesoftlyfromhisknees,

“Willyoustaywithmeuntilthatday,Erasmus?”

Thebookkeeperreachedthroughsoftlightuntiltheirhandsclasped.Henodded

onceandthenwithdrewfromtheroomasiffromanunspokencommandfromhismaster.Hafidreplacedtheleatherstrappingonthechestandthenstoodandwalked to a small turret. He stepped through it out onto the scaffold thatsurroundedthegreatdome.

AwindfromtheEastblewintotheoldman‟sfacecarryingwithitthesmellofthelakesandthedesertbeyond.HesmiledashestoodhighabovetherooftopsofDamascusandhisthoughtsleapedbackwardsthroughtime.…

Chapter

Three

ItwaswinterandthechillwasbitterontheMountofOlives.FromJerusalem,acrossthenarrowcleftoftheKidronValley,camethesmellofsmoke,incense,andburning flesh from theTemple and its foulnessmixedwith the turpentineodorofterebinthtreesonthemountain.

Onanopenslope,onlyashortdescentfromthevillageofBethpage,slumberedthe immense tradecaravanofPathrosofPalmyra.Thehourwas lateandeventhegreatmerchant‟sfavoritestallionhadceasedmunchingonthelowpistachiobushesandsettleddownagainstasofthedgeoflaurel.

Beyond the long rowof silent tents, strandsof thickhempcurled around fourancient olive trees. They formed a square corral enclosing shapeless forms ofcamels and asses huddled together to draw warmth from each other‟s body.Exceptfortwoguards,patrollingnearthebaggagewagons,theonlymovementinthecampwasthetallandmovingshadowoutlinedagainstthegoat‟shairwallofPathros‟greattent.

Inside,Pathrospacedangrilybackandforth,pausingoccasionallytofrownandshakehis head at the youthkneeling timidly near the tent opening.Finally helowered his ailing body to the gold-woven rug and beckoned the lad tomovecloser.

“Hafid,youhavealwaysbeenasmyown.Iamperplexedandpuzzledbyyourstrangerequest.Areyounotcontentwithyourwork?”

Theboy‟seyeswerefixedontherug.“No,sire.”

“Perhapstheeverincreasingsizeofourcaravanshasmadeyourtaskoftendingtoallouranimalstoogreat?”

“No,sire.”

“Then kindly repeat your request. Include also, in thy words, the reasoningbehindsuchanunusualrequest.”

“Itismydesiretobecomeasellerofyourgoodsinsteadofonlyyourcamelboy.IwishtobecomeasHadad,Simon,Caleb,andtheotherswhodepartfromourbaggage wagons with animals barely able to crawl from the weight of yourgoodsandwhoreturnwithgoldfortheeandgoldalsoforthemselves.Idesiretoimprove my lowly position in life. As a camel boy I am nothing, but as asalesmanforyouIcanacquirewealthandsuccess.”

“Howdoyouknowthis?”

“Often have I heard you say that no other trade or profession has moreopportunityforonetorisefrompovertytogreatwealththanthatofsalesman.”

Pathrosbegantonodbutthoughtbetterofitandcontinuedtoquestiontheyouth.“Dost thou believe you are capable of performing as Hadad and the othersellers?”

Hafidstaredintentlyattheoldmanandreplied,“ManytimeshaveIoverheardCalebcomplaintoyouaboutmisfortunesthataccountedforhislackofsalesandmanytimeshaveIheardyouremindhimthatanyonecouldsellallthegoodsinyourwarehousewithinasmallpassingoftimeifhebutappliedhimselftolearnthe principles and laws of selling. If you believe that Caleb, whom everyonecalls a fool, can learn these principles, then cannot I also acquire this specialknowledge?”

“Ifyoushouldmastertheseprincipleswhatwouldbeyourgoalinlife?”

Hafidhesitatedandthensaid,“Ithasbeenrepeatedthroughoutthelandthatyouareagreatsalesman.Theworldhasneverseenatradeempiresuchasyouhavebuilt through your mastery of salesmanship. My ambition is to become evengreater than you, the greatest merchant, the wealthiest man, and the greatestsalesmaninalltheworld!”

Pathros leaned back and studied the young, dark face. The smell from theanimals was still on his clothes but the youth displayed little humility in hismanner. “And what will you do with all this great wealth and the fearsomepowerthatwillsurelyaccompanyit?”

“I will do as you do.My family will be provided with the finest of worldlygoodsandtherestIwillsharewiththoseinneed.”

Pathrosshookhishead.“Wealth,myson,shouldneverbeyourgoalinlife.Yourwordsareeloquentbuttheyaremerewords.Truewealthisoftheheart,notofthepurse.”

Hafidpersisted,“Artthounotwealthy,sire?”

The oldman smiled at Hand‟s boldness. “Hafid, so far as material wealth isconcerned,thereisonlyonedifferencebetweenmyselfandthelowliestbeggaroutsideHerod‟spalace.ThebeggarthinksonlyofhisnextmealandIthinkonlyofthemealthatwillbemylast.No,myson,donotaspireforwealthandlabornot only to be rich. Strive instead for happiness, to be loved and to love, andmostimportant,toacquirepeaceofmindandserenity.”

Hafidcontinuedtopersist.“Butthesethingsareimpossiblewithoutgold.Whocanliveinpovertywithpeaceofmind?Howcanonebehappywithanemptystomach?Howcanonedemonstrateloveforone‟sfamilyifheisunabletofeedandclotheandhousethem?You,yourself,havesaidthatwealthisgoodwhenitbrings joy toothers.Why then ismyambition tobewealthynot agoodone?Povertymaybeaprivilegeandevenawayoflifeforthemonkinthedesert,forhe has only himself to sustain and none but his god to please, but I considerpoverty to be the mark of a lack of ability or a lack of ambition. I am notdeficientineitherofthesequalities!”

Pathrosfrowned,“Whathascausedthissuddenoutburstofambition?YouspeakofprovidingforafamilyyetyouhavenofamilylestitbeIwhohaveadoptedyousincethepestilenceremovedthymotherandfather.”

Hafid‟ssun-darkenedskincouldnothidethesuddenflushinhischeeks.“Whileweencamped inHebronbefore journeyinghere Imet thedaughterofCalneh.She…she…”

“Oh,ho,nowthetruthemergeth.Love,notnobleideals,haschangedmycamelboy into amighty soldier ready to battle theworld.Calneh is a verywealthyman.Hisdaughterandacamelboy?Never!Buthisdaughterandarich,young,and handsome merchant … ah, that is another matter. Very well, my youngsoldier,Iwillhelpyoubeginyourcareerasasalesman.”

Theladfell tohiskneesandgraspedPathros‟robe.“Sire,sire!HowcanIsaythewordstoshowmythanks?”

PathrosfreedhimselffromHafid‟sgripandsteppedback.“Iwouldsuggestyouwithholdthythanksforthepresent.WhateveraidIgivetheewillbeasagrainofsandcomparedtothemountainsyoumustmoveforyourself.”

Hafid‟s joy immediately subsided as he asked, “Will you not teach me theprinciplesandlawsthatwilltransformmeintoagreatsalesman?”

“Iwillnot.Nomore thanIhavemadeyourearlyyouthsoftandeasy throughpampering.

I have been criticized often for condemning my adopted son to the life of acamel boy but I believed that if the right fire was burning inside it wouldeventually emerge…andwhen it did youwould be farmore aman for youryearsofdifficult toil.Tonight,your requesthasmademehappyfor thefireofambitionglows inyoureyesandyour face shineswithburningdesire.This isgoodandmyjudgmentisvindicatedbutyoumuststillprovethatthereismorebehindyourwordsthanair.”

Hafidwassilentandtheoldmancontinued,“First,youmustprovetome,andmore important toyourself, thatyoucanendure the lifeofasalesmanfor it isnotaneasylotyouhavechosen.Truly,manytimeshaveyouheardmesaythattherewardsaregreatifonesucceedsbuttherewardsaregreatonlybecausesofew succeed. Many succumb to despair and fail without realizing that theyalreadypossess all the toolsneeded to acquiregreatwealth.Manyothers faceeach obstacle in their pathwith fear and doubt and consider them as enemieswhen, in truth, these obstructions are friends and helpers. Obstacles arenecessaryforsuccessbecauseinselling,asinallcareersofimportance,victorycomesonlyaftermanystrugglesandcountlessdefeats.

Yeteachstruggle,eachdefeat,sharpensyourskillsandstrengths,yourcourageandyourendurance,yourabilityandyourconfidenceandthuseachobstacleisacomrade-in-arms forcing you to become better … or quit. Each rebuff is anopportunitytomoveforward;turnawayfromthem,avoidthem,andyouthrowawayyourfuture.”

Theyouthnoddedandmadeasiftospeakbuttheoldmanraisedhishandandcontinued,

“Furthermore,youareembarkingontheloneliestprofessionintheworld.Eventhedespisedtaxcollectorsreturntotheirhomesatsundownandthelegionsof

Romehaveabarrackstocallhome.Butyouwillwitnessmanysettingsunsfarfromallfriendsandlovedones.Nothingcanbringthehurtoflonelinessuponaman so swiftly as to pass a strange house in the dark and witness, in thelamplightfromwithin,afamilybreakingeveningbreadtogether.

“Itisintheseperiodsoflonelinessthattemptationswillconfrontthee,”Pathroscontinued. “How you meet these temptations will greatly affect your career.When you are on the road with only your animal it is a strange and oftenfrightening sensation. Often our perspectives and our values are temporarilyforgotten andwe become like children, longing for the safety and love of ourown. What we find as a substitute has ended the career of many includingthousands who were considered to have great potential in the art of selling.Furthermore,therewillbenoonetohumoryouorconsoleyouwhenyouhavesoldnogoods;nooneexceptthosewhoseektoseparateyoufromyourmoneypouch.”

“Iwillbecarefulandheedthywordsofwarning.”

“Thenletusbegin.Forthepresentyouwillreceivenomoreadvice.Youstandbeforemeasagreenfig.Untilthefigisripeitcannotbecalledafiganduntilyou have been exposed to knowledge and experience you cannot be called asalesman.”

“HowshallIbegin?”

“In the morning you are to report to Silvio at the baggage wagons. He willrelease, inyourcharge,oneofour finest seamless robes. It iswoven from thehairofagoatandwillwithstandeventheheaviestrainsanditisdyedredfromthe roots of themadderplant so that the colorwill alwayshold fast.Near thehem youwill find sewn on the inside, a small star. This is themark of Tolawhoseguildmakesthefinestrobesinalltheworld.Nexttothestarismymark,acirclewithinasquare.Boththesemarksareknownandrespectedthroughoutthelandandwehavesoldcountlessthousandsoftheserobes.Ihavedealtwiththe Jews so long that I onlyknow their name for such agarment as this. It iscalledanabeyah.

“Take the robe and a donkey and depart at dawn for Bethlehem, the villagewhichourcaravanpassedthroughbeforearrivinghere.Noneofoursellersevervisitthere.Theyreportthatitisawasteoftheirtimebecausethepeopleareso

poor,yetmanyyearsagoI soldhundredsof robesamong theshepherds there.RemaininBethlehemuntilyouhavesoldtherobe.”

Hafidnodded,attemptinginvaintoconcealhisexcitement.“AtwhatpriceshallIselltherobe,master?”

“Iwill enter a charge of one silver denarius against your name onmy ledger.When you return youwill remit one silver denarius tome.Keep all that youreceiveinexcessofthisasyourcommission,so,infact,yousetthepriceoftherobeyourself.Youmayvisitthemarketplacewhichisatthesouthentryoftownoryoumaywishtoconsidercallingoneachdwellinginthetownitself,ofwhichIamcertainthereareoverathousand.Certainlyitisconceivablethatonerobecanbesoldthere,doyounotagree?”

Hafidnoddedagain,hismindalreadyonthemorrow.

Pathrosplacedhishandgentlyonthelad‟sshoulder.“Iwillplacenooneinyourposition until you return. If you discover that your stomach is not for thisprofession I will understand and you must not consider yourself in disgrace.Neverfeelshamefortryingandfailingforhewhohasneverfailedishewhohasnever tried. Upon your return I will question you at length concerning yourexperiences.Then IwilldecidehowI shallproceedwithhelpingyou tomakeyouroutlandishdreamscometrue.”

Hafidbowedandturnedtoleavebuttheoldmanwasnotfinished.“Son,thereisonepreceptthatyoumustrememberasyoubeginthisnewlife.Keepitalwaysin yourmind and you will overcome seemingly impossible obstacles that arecertaintoconfrontyouastheydoeveryonewithambition.”

Hafidwaited.“Yes,sire?”

“Failure will never overtake you if your determination to succeed is strongenough.”

Pathrossteppedclosetotheyouth.“Doyoucomprehendthefullmeaningofmywords?”

“Yes,sire.”

“Thenrepeatthemtome!”

“Failure will never overtake me if my determination to succeed is strongenough.”

Chapter

Four

Hafidpushedasidethehalf-eatenloafofbreadandconsideredhisunhappyfate.

TomorrowwouldbehisfourthdayinBethlehemandthesingleredrobethathehad carried so confidently away from the caravanwas still in thepackon thebackofhisanimal,nowtetheredtoastakeinthecavebehindtheinn.

Heheardnotthenoisethatsurroundedhimintheovercrowdeddininghallashescowledathisunfinishedmeal.Doubtsthathaveassailedeverysellersincethebeginningoftimepassedthroughhismind:

“Why will the people not listen to my story? How does one command theirattention?

WhydotheyclosetheirdoorbeforeIhavesaidfivewords?Whydotheyloseinterest inmy talkandwalkaway?Iseveryonepoor in this town?WhatcanIsaywhentheytellmetheyliketherobebutcannotaffordit?Whydosomanytellmetoreturnatalaterdate?HowdootherssellwhenIcannot?WhatisthisfearthatseizesmewhenIapproachacloseddoorandhowcanIovercomeit?Ismypricenotinlinewiththeothersellers?”

Heshookhisheadindisgustathisfailure.Perhapsthiswasnotthelifeforhim.Perhaps he should remain a camel boy and continue earning only coppers foreach day‟s labor. As a seller of goods he would indeed be fortunate if hereturned to thecaravanwithanyprofitatall.WhathadPathroscalledhim?Ayoungsoldier?Hewished,momentarily,thathewerebackwithhisanimals.

ThenhisthoughtsturnedtoLishaandtohersternfather,Calneh,andthedoubtsquicklylefthismind.Tonighthewouldagainsleepinthehillstoconservehisfundsandtomorrowhewouldsell therobe.Furthermore,hewouldspeakwithsucheloquence that the robewouldbringagoodprice.Hewouldbeginearly,just after dawn, and station himself near the town well. He would addresseveryonethatapproachedandwithinashort timehewouldbereturningto theMountofOliveswithsilverinhispurse.

He reached for the unfinished bread and began to eatwhile he thought of hismaster.

Pathroswouldbeproudofhimbecausehehadnotdespairedandreturnedasafailure.Intruth,fourdayswasmuchtoolongatimetoconsummatethesaleofbutonesimplerobebutifhecouldaccomplishthedeedinfourdaysheknewhecouldlearn,fromPathros,howtoaccomplishitinthreedays,thentwodays.Intimehewouldbecomesoproficientthathewouldsellmanyrobeseveryhour!Thenhewouldindeedbeasalesmanofrepute.

Hedepartedfromthenoisyinnandheadedtowardthecaveandhisanimal.Thechilled air had stiffened the grass with a thin coating of frost and each bladecrackledwithcomplaint fromthepressureofhissandals.Hafiddecidednot torideintothehillstonight.Instead,hewouldrestinthecavewithhisanimal.

Tomorrow,heknew,wouldbeabetterdayalthoughnowheunderstoodwhytheothers always bypassed this unprosperous village. They had said that no salescould bemade here and he had recalled theirwords every time someone hadrefusedtobuyhisrobe.Yet,Pathroshadsoldhundredsofrobesheremanyyearsago. Perhaps times had been different then and, after all, Pathroswas a greatsalesman.

A flickering light from the cave causedhim to hastenhis steps for fear that athief was within. He rushed through the opening in the limestone ready toovercome the criminal and recover his possessions. Instead, the tensenessimmediatelylefthisbodyatthesightthatconfrontedhim.

A small candle, forced between a cleft in the cave wall, shone faintly on abeardedman and a youngwomanhuddled closely together.At their feet, in ahollowed-out stone that usuallyheld cattle fodder, slept an infant.Hafidknewlittleofsuch thingsbuthesensed that thebabywasnewbornfromthechild‟swrinkledandcrimsonskin.Toprotectthesleepinginfantfromthecold,boththeman‟sandthewoman‟scloakscoveredallbutthesmallhead.

The man nodded in Hafid‟s direction while the woman moved closer to thechild. No one spoke. Then the woman trembled and Hafid saw that her thingarmentofferedlittleprotectionagainstthedampnessofthecave.Hafidlookedagain at the infant. He watched, fascinated, as the small mouth opened andclosed,almostinasmile,andastrangesensationpassedthroughhim.

ForsomeunknownreasonhethoughtofLisha.ThewomantrembledagainfromthecoldandhersuddenmovementreturnedHafidfromhisdaydreaming.

Afterpainfulmomentsofindecisionthewould-besellerofgoodswalkedtohisanimal.

He carefully untied the knots, opened his pack, and withdrew the robe. Heunrolled it and rubbedhishandsover thematerial.The reddyeglowed in thecandlelight and he could see themark of Pathros and themark ofTola on itsunderside.Thecircleinthesquareandthestar.Howmanytimeshadheheldthisrobe in his tired arms in the past three days? It seemed as if he knew everyweaveandfiberofit.Thiswasindeedarobeofquality.Withcareitwouldlastalifetime.

Hafid closed his eyes and sighed. Then he walked swiftly toward the smallfamily,kneltonthestrawbesidetheinfant,andgentlyremovedfirstthefather‟statteredcloakandthenthemother‟sfromthemanger.Hehandedeachbacktoits owner. Both were too shocked at Hafid‟s boldness to react. Then Hafidopenedhispreciousredrobeandwrappeditgentlyaroundthesleepingchild.

Moisturefromtheyoungmother‟skisswasstillonHafid‟scheekasheledhisanimaloutofthecave.DirectlyabovehimwasthebrighteststarHafidhadeverseen.He staredup at it until his eyes filledwith tears and thenheheadedhisanimalthroughthepaththatledtowardthemainroadbacktoJerusalemandthecaravanonthemountain.

Chapter

Five

Hafid rode slowly, his head bowed so that he no longer noticed the starspreadingitspathoflightbeforehim.Whyhadhecommittedsuchafoolishact?Heknewnotthosepeopleinthecave.Whyhadhenotattemptedtoselltherobeto them?Whatwouldhe tellPathros?And theothers?Theywould rollon thegroundwithlaughterwhentheylearnedhehadgivenawayarobewithwhichhehadbeencharged.Andtoastrangebabyinacave.Hesearchedhismindforatale that would deceive Pathros. Perhaps he could say that the robe had beenstolen fromhisanimalwhilehewas in thedininghall.WouldPathrosbelievesuchatale?Afterall,thereweremanybanditsintheland.AndshouldPathrosbelievehimwouldhenotthenbecondemnedforcarelessness?

AlltoosoonhereachedthepaththatledthroughtheGardenofGethsemane.Hedismounted and walked wearily ahead of the mule until he arrived at thecaravan.Thelightfromabovemadeitseemasdaylightandtheconfrontationhehad been dreadingwas quickly upon him as he saw Pathros, outside his tent,staringintotheheavens.Hafidremainedmotionlessbuttheoldmannoticedhimalmostimmediately.

Therewasawe in thevoiceofPathros ashe approached theyouthandasked,“HaveyoucomedirectlyfromBethlehem?”

“Yes,master.”

“Areyounotalarmedthatastarshouldfollowyou?”

“Ihadnotnoticed,sire.”

“Hadnotnoticed? Ihavebeenunable tomove from this spot since I first sawthatstarriseoverBethlehemnearlytwohoursago.NeverhaveIseenonewithmorecolorandbrightness.ThenasIwatched,itbegantomoveintheheavensandapproachourcaravan.Nowthatitisdirectlyoverhead,youappear,andbythegods,itmovesnomore.”

PathrosapproachedHafidandstudiedtheyouth‟sfacecloselyasheasked,“Did

youparticipateinsomeextraordinaryeventwhileinBethlehem?”

“No,sire.”

Theoldmanfrownedasifdeepinthought.“Ihaveneverknownanightoranexperiencesuchasthis.”

Hafidflinched.“ThisnightIshallneverforgeteither,master.”

“Oh, ho, then something did indeed happen this evening. How is it that thoureturnethatsuchalatehour?”

HafidwassilentastheoldmanturnedandproddedatthepackonHafid‟smule.“Itisempty!Successatlast.Comeintomytentandtellmeofyourexperiences.SincethegodshaveturnednightintodayIcannotsleepandperhapsyourwordswillfurnishsomeclueastowhyastarshouldfollowacamelboy.”

PathrosreclinedonhiscotandlistenedwithclosedeyestoHafid‟slongtaleofendlessrefusals,rebuffs,andinsultswhichhadbeenencounteredinBethlehem.OccasionallyhewouldnodaswhenHafiddescribedthepotterymerchantwhohad thrown himbodily fromhis shop and he smiledwhen told of theRomansoldierwhohadflungtherobebackinHafid‟sfacewhentheyoungsellerhadrefusedtoreducehisprice.

FinallyHafid,hisvoicehoarseandmuffled,wasdescribingall thedoubts thathadbesethimin the inn thisveryevening.Pathros interruptedhim,“Hafid,aswellasyoucanrecall,relatetomeeverydoubtthatpassedthroughyourmindasyousatfeelingsorryforyourself.”

When Hafid had named them all to the best of his recollection, the old manasked, “Now, what thought finally entered your mind which drove away thedoubtsandgaveyounewcouragetodecidetotryagaintosell therobeonthemorrow?”

Hafidconsideredhis reply for amomentand then said, “I thoughtonlyof thedaughter of Calneh. Even in that foul inn I knew that I could never face heragainifIfailed.”ThenHafid‟svoicebroke,“ButIfailedher,anyway.”

“Youfailed?Idonotunderstand.Therobedidnotreturnwiththee.”

InavoicesolowthatPathrosfounditnecessarytoleanforwardinordertohear,Hafid related the incident of the cave, the infant, and the robe. As the youthspoke,Pathrosglancedagainandagainattheopententflapandthebrightnessbeyondwhichstillilluminatedthecampgrounds.Asmilebegantoformonhispuzzledfaceandhedidnotnoticethattheladhadceasedwithhisstoryandwasnowsobbing.

Soonthesobssubsidedandtherewasonlysilenceinthegreattent.Hafiddarednotlookupathismaster.Hehadfailedandproventhathewasill-equippedtobeanythingmore than a camel boy.He fought back the urge to leap up and runfromthetent.Thenhefeltthegreatsalesman‟shandonhisshoulderandforcedhimselftolookintotheeyesofPathros.

“Myson,thistriphasnotbeenofmuchprofittoyou.”

“No,sire.”

“Buttomeithas.ThestarwhichfollowedyouhascuredmeofablindnessthatIamreluctant toadmit. Iwill explain thismatter toyouonlyafterwe return toPalmyra.NowImakearequestofthee.”

“Yes,master.”

“Oursellerswillbeginreturning to thecaravanbeforesundowntomorrowandtheir animalswill need your care.Are youwilling to return to your duties ascamelboyforthepresent?”

Hafid rose resignedlyandbowed towardhisbenefactor.“Whateveryouaskofme,thatIwilldo…andIamsorrythatIhavefailedyou.”

“Gothen,andprepareforthereturnofourmenandweshallmeetagainwhenweareinPalmyra.”

AsHafidsteppedthroughthetentopening,brightlightfromabovemomentarilyblindedhim.HerubbedhiseyesandheardPathroscallfrominsidethetent.

The youth turned and stepped back inside, waiting for the oldman to speak.Pathrospointedtowardhimandsaid,“Sleepinpeaceforyouhavenotfailed.”

Thebrightstarremainedabovethroughoutthenight.

Chapter

Six

NearlyafortnightafterthecaravanhadreturnedtoitsheadquartersinPalmyra,Hafidwasawakenedfromhisstrawcotinthestable,andsummonedtoappearbeforePathros.

Hehastenedtothebedchamberofthemasterandstooduncertainlybeforethehuge bed which dwarfed its occupant. Pathros opened his eyes and struggledwith his coverings until hewas sitting upright.His facewas gaunt and bloodvesselsbulgedinhishands.ItwasdifficultforHafidtobelievethatthiswasthesamemanwithwhomhehadspokenonlytwelvedaysago.

Pathrosmotionedtowardthelowerhalfofthebedandtheyouthsatcarefullyonitsedge,waitingfortheoldmantospeak.EvenPathros‟voicewasdifferentinsoundandpitchfromtheirlastmeeting.

“Myson,yehavehadmanydaystoreconsideryourambitions.Isitstillwithintheetobecomeagreatsalesman?”

“Yes,sire.”

Theancientheadnodded.“Sobeit.Ihadplannedtospendmuchtimewithyoubut asyoucan see there areotherplans forme.Although I considermyself agoodsalesmanIamunabletoselldeathondepartingfrommydoor.Hehasbeenwaitingfordayslikeahungrydogatourkitchendoor.Likethedog,heknowsthateventuallythedoorwillbeleftunguarded.…”

CoughinginterruptedPathrosandHafidsatmotionlessastheoldmangaspedforair.

FinallythecoughsceasedandPathrossmiledweakly,“Ourtimetogetherisbriefsoletusbegin.

First,removethesmallcedarchestwhichisbeneaththisbed.”

Hafidkneltandpulledoutasmall leatherstrappedbox.Heplaced itbelowthe

contour made by Pathros‟ legs on the bed. The old man cleared his throat,“Many years ago when I possessed less status than even a camel boy, I wasprivileged to rescue a traveler from the East who had been set upon by twobandits.HeinsistedthatIhadsavedhislifeandwishedtorewardmealthoughIsought none. Since I had neither a family nor funds he enjoinedme to returnwithhimtohishomeandkinwhereIwasacceptedasoneofhisown.

“Oneday,afterIhadgrownaccustomedtomynewlife,heintroducedmetothischest.

Insideweretenleatherscrolls,eachonenumbered.Thefirstcontainedthesecretof learning. The others contained all the secrets and principles necessary tobecomeagreatsuccessintheartofselling.ForthenextyearIwastutoredeachdayonthewisewordsofthescrollsandwiththesecretoflearningfromthefirstscrollIeventuallymemorizedeverywordoneveryscrolluntiltheyhadbecomeapartofmythinkingandmylife.Theybecamehabit.

“AtlastIwaspresentedwiththechestcontainingalltenscrolls,asealedletter,andapursecontainingfiftygoldpieces.Thesealedletterwasnottobeopeneduntilmyadoptedhomewasoutofsight.Ibadethefamilyfarewellandwaiteduntil I had reached the trade route to Palmyra before opening the letter. Thecontentscommandedmetotakethegoldpieces,applywhatIhadlearnedfromthe scrolls, and begin a new life. The letter further commandedme to alwayssharehalfofwhateverwealthIwouldacquirewithotherslessfortunate,buttheleather scrolls were neither to be given nor shared with anyone until the daywhenIwouldbegivenaspecialsignthatwouldtellmewhowasnextchosentoreceivethesescrolls.”

Hafidshookhishead,“Idonotunderstand,sire.”

“Iwillexplain.Ihaveremainedonwatchfor thispersonwithasignformanyyearsandwhileIwatchedIappliedwhatI learnedfromthescrolls toamassagreat fortune. I had almost come to believe that no such person would everappearbeforemydeathuntilyoureturnedfromyourtriptoBethlehem.MyfirstinklingthatyouwerethechosenonetoreceivethescrollscameuponmewhenyouappearedunderthebrightstarthathadfollowedyoufromBethlehem.InmyheartIhavetriedtocomprehendthemeaningofthiseventbutIamresignednotto challenge theactionsof thegods.Thenwhenyou toldmeofgivingup therobe,whichmeantsomuch toyou,somethingwithinmyheart spokeand told

methatmylongsearchwasended.Ihadfinallyfoundhewhowasordainedtonextreceivethechest.Strangely,assoonasIknewIhadfoundtherightone,mylife‟senergybegan toslowlydrainaway.NowIamnear theendbutmylongsearchisoverandIcandepartfromthisworldinpeace.”

Theoldman‟svoicegrewfaintbutheclenchedhisbonyfistsandleanedclosertoHafid.

“Listenclosely,myson,forIwillhavenostrengthtorepeatthesewords.”

Hafid‟seyesweremoistashemovednearertohismaster.Theirhandstouchedand the great salesman inhaled with effort. “I now pass on this chest and itsvaluablecontentstotheebutfirsttherearecertainconditionstowhichyoumustagree.Inthechestisapursewithonehundredgoldtalents.Thiswillenableyouto live and purchase a small supply of rugs with which you can enter thebusiness world. I could bestow on you great wealth but this would do you aterrible disservice. Far better is it that youbecome theworld‟swealthiest andgreatestsalesmanonyourown.Yousee,Ihavenotforgottenyourgoal.

“Depart from this city immediately and go toDamascus. There youwill findunlimited opportunities to apply what the scrolls will teach. After you havesecuredlodgingyouwillopenonlythescrollmarkedOne.Youaretoreadthisoverandoveruntilyouunderstandfullythesecretmethodwhichitrelatesandwhichyouwilluseinlearningtheprinciplesofsellingsuccesscontainedonalltheotherscrolls.Asyoulearnfromeachscrollyoucanbegintoselltherugsyouhave purchased, and if you combine what you learn with the experience youacquire,andcontinuetostudyeachscrollasinstructed,yoursaleswillgrowinnumbereachday.Myfirstconditionthenisthatyoumustswearunderoaththatyou will follow the instructions contained in the scroll marked One. Do youagree?”

“Yes,sire.”

“Good, good … and when you apply the principles of the scrolls you willbecomefarwealthierthanyouhaveeverdreamed.Mysecondconditionisthatyoumust constantly dispose of half your earnings to those less fortunate thanyou.Theremustbenodeviationfromthiscondition.Willyouagree?”

“Yes,sire.”

“Andnow themost important conditionof all.Youare forbidden to share thescrolls or thewisdom they containwith anyone. One day therewill appear apersonwhowilltransmittoyouasignjustasthestarandyourunselfishactionswere the sign I sought.When this happens youwill recognize this sign eventhoughthepersontransmittingitmaybeignorant thatheis thechosenperson.Whenyourheartassuresyouthatyouarecorrectyouwillpassovertohim,orher,thechestanditscontentsandwhenthisisdonethereneedbenoconditionsimposedonthereceiversuchaswereimposedonmeandwhichInowimposeon you. The letterwhich I received so long ago commanded that the third toreceivethescrollscouldsharetheirmessagewiththeworldifhesodesires.Willyoupromisetocarryoutthisthirdcondition?”

“Iwill.”

Pathrossighed inreliefas ifaheavyweighthadbeenremovedfromhisbody.HesmiledweaklyandcuppedHafid‟sface inhisbonyhands.“Take thechestanddepart. Iwill see theenomore.Gowithmy loveandwithmywishes forsuccessandmayyourLishaeventuallyshareall thehappinessyourfuturewillbringyou.”

TearsunashamedlyrolleddownHafid‟scheeksashetookthechestandcarriedit through the openbedroomdoor.Hepausedoutside, placed the chest on thefloor,andturnedbacktowardhismaster,“Failurewillneverovertakemeifmydeterminationtosucceedisstrongenough?”

Theoldmansmiledfaintlyandnodded.Heraisedhishandinfarewell.

Chapter

Seven

Hafid,with his animal, entered thewalled city ofDamascus through theEastgate.He rodealong the street calledStraightwithdoubts and trepidations andthenoiseandshoutingsfromhundredsofbazaarsdidlittletoeasehisfear.ItwasonethingtoarriveinalargecitywithapowerfultradecaravansuchasthatofPathros;itwasanothertobeunprotectedandalone.Streetmerchantsrushedathimfromallsidesholdingupmerchandise,eachscreaminglouderthanthenext.Hepassedcell-likeshopsandbazaarsdisplayingcraftsmanshipofcoppersmiths,silversmiths, saddlers,weavers, carpenters; and each step of hismule broughthimfacetofacewithanothervender,handsoutstretched,wailingwordsofself-pity.

Directly aheadof him, beyond thewesternwall of the city, roseMt.Hermon.Although the season was summer, its top was still capped with white and itseemedtolookdownonthecacophonyofthemarketplacewithtoleranceandforbearance. EventuallyHafid turned off the famous street and inquired aboutlodgingwhichhehadnodifficulty finding inan inncalledMoscha.His roomwas clean and he paid his rent for a month in advance which immediatelyestablishedhis standingwithAntonine, theowner.Thenhe stabledhis animalbehind the inn,bathedhimself in thewatersof theBaradaand returned tohisroom.

Heplacedthesmallcedarchestatthefootofhiscotandproceededtounrolltheleather strappings. The cover opened easily and he gazed down at the leatherscrolls. Finally he reached inside and touched the leather. It gave under hisfingers as if it were alive and he hurriedly withdrew his hand. He arose andsteppedtowardthelatticedwindowthroughwhichsoundspouredfromthenoisymarket place nearly half a mile distant. Fear and doubt returned again as helookedinthedirectionofthemuffledvoicesandhefelthisconfidencewaning.He closed his eyes, leaned his head against the wall, and cried aloud, “HowfoolishIamtodreamthatI,amerecamelboy,willonedaybeacclaimedasthegreatestsalesmanintheworldwhenIhavenoteventhecouragetoridethroughthestallsofthehawkersinthestreet.Todaymineeyeshavewitnessedhundredsofsalesmen,allfarbetterequippedfortheirprofessionthanI.Allhadboldness,

enthusiasm,andpersistence.Allseemedequippedtosurviveinthejungleofthemarket.HowstupidandpresumptuoustothinkIcancompetewithandsurpassthem.Pathros,myPathros,IfearthatIwillfailyouagain.”

Hethrewhimselfonhiscotandwearyfromhistravelshesobbeduntilheslept.

Whenheawoke itwasmorning.Evenbeforeheopenedhiseyesheheard thechirp.Thenhesatupandstaredindisbeliefatthesparrowperchedontheopencover of the chest containing the scrolls. He ran to the window. Outside,thousandsofsparrowsclusteredinthefigtreesandsycamores,eachwelcomingthedaywithsong.Ashewatched,somelandedonthewindowledgebutquicklyflewawaywhenHafidmovedevenslightly.Thenhe turnedand lookedat thechestagain.Hisfeatheredvisitorcockeditsheadandstaredbackattheyouth.

Hafidwalked slowly to the chest, his hand extended.Thebird leaped into hispalm.

“Thousands of your kind are outside and afraid. But you had the courage tocomethroughthewindow.”

Thebirdpecked sharplyatHafid‟s skinand theyouthcarriedhim toward thetablewherehisknapsackcontainedbreadandcheese.Hebrokeoffchunksandplacedthembesidehissmallfriendwhobegantoeat.

A thought came toHafid and he returned to thewindow.He rubbed his handagainst the openings in the lattice. Theywere so small that it seemed almostimpossible for the sparrow tohave entered.Thenhe remembered thevoiceofPathrosandherepeatedthewordsaloud,

“Failure will never overtake you if your determination to succeed is strongenough.”

Hereturnedto thechestandreachedinside.Oneleatherscrollwasmorewornthantherest.Heremoveditfromtheboxandgentlyunrolledit.Thefearhehadknownwasgone.Thenhe looked toward the sparrow.He toowasgone.Onlycrumbsofbreadandcheeseremainedasevidenceofhisvisitfromthelittlebirdwith courage. Hafid glanced down at the scroll. Its heading read The ScrollMarkedI.Hebegantoread.…

Chapter

Eight

TheScrollMarkedI

TodayIbeginanewlife.

Today I shedmyold skinwhichhath, too long, suffered thebruisesof failureandthewoundsofmediocrity.

TodayIambornanewandmybirthplace isavineyardwhere there is fruit forall.

Today I will pluck grapes of wisdom from the tallest and fullest vines in thevineyard,forthesewereplantedbythewisestofmyprofessionwhohavecomebeforeme,generationupongeneration.

TodayIwillsavorthetasteofgrapesfromthesevinesandverilyIwillswallowtheseedofsuccessburiedineachandnewlifewillsproutwithinme.

The career I have chosen is laden with opportunity yet it is fraught withheartbreakanddespairandthebodiesofthosewhohavefailed,weretheypiledoneatopanother,wouldcastashadowdownuponallthepyramidsoftheearth.

YetIwillnotfail,astheothers,forinmyhandsInowholdthechartswhichwillguidemethroughperilouswaterstoshoreswhichonlyyesterdayseemedbutadream.

Failure no longer will be my payment for struggle. Just as nature made noprovisionformybodytotoleratepainneitherhasitmadeanyprovisionformylifetosufferfailure.Failure,likepain,isalientomylife.InthepastIaccepteditasIacceptedpain.NowIrejectitandIampreparedforwisdomandprincipleswhichwillguidemeoutoftheshadowsintothesunlightofwealth,position,andhappinessfarbeyondmymostextravagantdreamsuntileventhegoldenapplesintheGardenofHesperideswillseemnomorethanmyjustreward.

Time teaches all things to himwho lives forever but I have not the luxury of

eternity.

Yet,withinmyallotted time Imust practice the art of patience fornature actsneverinhaste.Tocreatetheolive,kingofalltrees,ahundredyearsisrequired.Anonionplant isold innineweeks. Ihave livedasanonionplant. Ithasnotpleasedme.NowIwouldstbecomethegreatestofolivetreesand,intruth,thegreatestofsalesmen.

Andhowwill thisbeaccomplished?For Ihaveneither theknowledgenor theexperience to achievegreatness and already I have stumbled in ignorance andfallenintopoolsofself-pity.

Theanswer is simple. Iwill commencemy journeyunencumberedwitheitherthe weight of unnecessary knowledge or the handicap of meaninglessexperience. Nature already has supplied me with knowledge and instinct fargreater than any beast in the forest and the value of experience is overrated,usuallybyoldmenwhonodwiselyandspeakstupidly.

In truth, experience teaches thoroughly yet her course of instruction devoursmen‟syears so thevalueofher lessonsdiminisheswith the timenecessary toacquireherspecialwisdom.

Theendfindsitwastedondeadmen.Furthermore,experienceiscomparabletofashion; an action that proved successful today will be unworkable andimpracticaltomorrow.

OnlyprinciplesendureandtheseInowpossess,forthelawsthatwillleadmetogreatnessarecontainedinthewordsofthesescrolls.Whattheywillteachmeismoretopreventfailurethantogainsuccess,forwhatissuccessotherthanastateofmind?Which two, among a thousandwisemen,will define success in thesame words; yet failure is always described but one way. Failure is man’sinabilitytoreachhisgoalsinlife,whatevertheymaybe.

Intruth,theonlydifferencebetweenthosewhohavefailedandthosewhohavesucceeded lies in the difference of their habits.Good habits are the key to allsuccess.Badhabits are theunlockeddoor to failure.Thus, the first law Iwillobey,whichprecedethallothersis—Iwill formgoodhabitsandbecometheirslave.

AsachildIwasslavetomyimpulses;nowIamslavetomyhabits,asareall

grownmen.

Ihavesurrenderedmyfreewilltotheyearsofaccumulatedhabitsandthepastdeedsofmylifehavealreadymarkedoutapathwhichthreatenstoimprisonmyfuture.My actions are ruled by appetite, passion, prejudice, greed, love, fear,environment,habit,andtheworstofthesetyrantsishabit.Therefore,ifImustbea slave to habit let me be a slave to good habits. My bad habits must bedestroyedandnewfurrowspreparedforgoodseed.

Iwillformgoodhabitsandbecometheirslave.

Andhowwill Iaccomplish thisdifficult feat?Through thesescrolls, itwillbedone,foreachscrollcontainsaprinciplewhichwilldriveabadhabitfrommylife and replace it with one which will bring me closer to success. For it isanotherofnature‟slawsthatonlyahabitcansubdueanotherhabit.So,inorderfor thesewrittenwords to perform their chosen task, Imust disciplinemyselfwith thefirstofmynewhabitswhich isasfollows:Iwill readeachscroll forthirtydaysinthisprescribedmanner,beforeIproceedtothenextscroll.

First,IwillreadthewordsinsilencewhenIarise.Then,Iwillreadthewordsinsilence after I have partaken ofmymiddaymeal. Last, I will read thewordsagainjustbeforeIretireatday‟send,andmostimportant,onthisoccasionIwillreadthewordsaloud.

OnthenextdayIwillrepeatthisprocedure,andIwillcontinueinlikemannerforthirtydays.Then,Iwillturntothenextscrollandrepeatthisprocedureforanother thirtydays. Iwillcontinue in thismanneruntil Ihave livedwitheachscrollforthirtydaysandmyreadinghasbecomehabit

Andwhatwillbeaccomplishedwiththishabit?Hereinliesthehiddensecretofallman‟saccomplishments.AsIrepeatthewordsdailytheywillsoonbecomeapartofmyactivemind,butmore important, theywill also seep intomyothermind,thatmysterioussourcewhichneversleeps,whichcreatesmydreams,andoftenmakesmeactinwaysIdonotcomprehend.

AsthewordsofthesescrollsareconsumedbymymysteriousmindIwillbeginto awake, eachmorning,with a vitality I havenever knownbefore.Myvigorwill increase, my enthusiasm will rise, my desire to meet the world willovercomeevery fear I onceknewat sunrise, and Iwill behappier than I everbelieveditpossibletobeinthisworldofstrifeandsorrow.

Eventually Iwill findmyself reacting to all situationswhich confrontme as Iwascommandedinthescrollstoreact,andsoontheseactionsandreactionswillbecomeeasytoperform,foranyactwithpracticebecomeseasy.

Thus a new and good habit is born, for when an act becomes easy throughconstant repetition it becomes a pleasure to perform and if it is a pleasure toperform it is man‟s nature to perform it often. When I perform it often itbecomesahabitand Ibecome its slaveandsince it isagoodhabit this ismywill.

TodayIbeginanewlife.

And I make a solemn oath to myself that nothing will retard my new life‟sgrowth.IwilllosenotadayfromthesereadingsforthatdaycannotberetrievednorcanIsubstituteanotherforit.Imustnot,Iwillnot,breakthishabitofdailyreadingfromthesescrollsand,intruth,thefewmomentsspenteachdayonthisnewhabitarebutasmallpricetopayforthehappinessandsuccessthatwillbemine.

AsI readandre-read thewords in thescrolls to follow,neverwill Iallow thebrevity of each scroll nor the simplicity of itswords to causeme to treat thescroll‟smessagelightly.

Thousandsofgrapesarepressedtofillonejarwithwine,andthegrapeskinandpulparetossedtothebirds.Soitiswiththesegrapesofwisdomfromtheages.Muchhasbeenfilteredandtossedtothewind.Onlythepuretruthliesdistilledinthewordstocome.Iwilldrinkasinstructedandspillnotadrop.AndtheseedofsuccessIwillswallow.

Todaymyoldskinhasbecomeasdust.Iwillwalktallamongmenandtheywillknowmenot,fortodayIamanewman,withanewlife.

Chapter

Nine

TheScrollMarkedII

Iwillgreetthisdaywithloveinmyheart.

Forthisisthegreatestsecretofsuccessinallventures.MusclecansplitashieldandevendestroylifebutonlytheunseenpoweroflovecanopentheheartsofmenanduntilImasterthisartIwillremainnomorethanapeddlerinthemarketplace.IwillmakelovemygreatestweaponandnoneonwhomIcallcandefendagainstitsforce.

Myreasoningtheymaycounter;myspeechtheymaydistrust;myappareltheymaydisapprove;myfacetheymayreject;andevenmybargainsmaycausethemsuspicion;yetmylovewillmeltallheartslikentothesunwhoserayssoftenthecoldestclay.


AndhowwillIdothis?HenceforthwillIlookonallthingswithloveandIwillbebornagain.Iwilllovethesunforitwarmsmybones;yetIwilllovetherainforitcleansesmyspirit.Iwilllovethelightforitshowsmetheway;yetIwilllovethedarknessforitshowsmethestars.

Iwillwelcomehappinessforitenlargesmyheart;yetIwillenduresadnessforitopensmysoul.

Iwillacknowledgerewardsfortheyaremydue;yetIwillwelcomeobstaclesfortheyaremychallenge.


AndhowwillIspeak?Iwilllaudmineenemiesandtheywillbecomefriends;Iwillencouragemyfriendsandtheywillbecomebrothers.AlwayswillIdigforreasons to applaud; never will I scratch for excuses to gossip. When I amtemptedtocriticizeIwillbiteonmytongue;whenIammovedtopraiseIwill

shoutfromtheroofs.

Isitnotsothatbirds,thewind,theseaandallnaturespeakswiththemusicofpraise for their creator? Cannot I speakwith the samemusic to his children?HenceforthwillIrememberthissecretanditwillchangemylife.


AndhowwillIact?Iwillloveallmannersofmenforeachhasqualitiestobeadmired even though they be hidden.With love I will tear down the wall ofsuspicionandhatewhichtheyhavebuiltroundtheirheartsandinitsplacewillIbuildbridgessothatmylovemayentertheirsouls.

Iwilllovetheambitiousfortheycaninspireme!Iwilllovethefailuresfortheycanteachme.Iwilllovethekingsfortheyarebuthuman;Iwilllovethemeekfor they aredivine. Iwill love the rich for they areyet lonely; Iwill love thepoor for theyaresomany. Iwill love theyoungfor the faith theyhold; Iwilllovetheoldforthewisdomtheyshare.Iwilllovethebeautifulfortheireyesofsadness;Iwilllovetheuglyfortheirsoulsofpeace.


ButhowwillIreacttotheactionsofothers?Withlove.Forjustasloveismyweapontoopentheheartsofmen,loveisalsomyshieldtorepulsethearrowsofhateandthespearsofanger.Adversityanddiscouragementwillbeatagainstmynewshieldandbecomeasthesoftestofrains.MyshieldwillprotectmeinthemarketplaceandsustainmewhenIamalone. Itwillupliftme inmomentsofdespair yet itwill calmme in time of exultation. Itwill become stronger andmore protective with use until one day I will cast it aside and walkunencumbered among all manners of men and, when I do, my name will beraisedhighonthepyramidoflife.


AndhowwillIconfronteachwhomImeet?Inonlyoneway.InsilenceandtomyselfIwilladdresshimandsayILoveYou.Thoughspokeninsilencethesewordswillshineinmyeyes,unwrinklemybrow,bringasmiletomylips,andechoinmyvoice;andhisheartwillbeopened.Andwhoistherewhowillsaynaytomygoodswhenhisheartfeelsmylove?


Andmost of all Iwill lovemyself. Forwhen I do Iwill zealously inspect allthings which enter my body, my mind, my soul, and my heart. Never will Ioverindulge the requests of my flesh, rather I will cherish my body withcleanlinessandmoderation.Neverwill Iallowmymind tobeattracted toevilanddespair, rather Iwilluplift itwith theknowledgeandwisdomof theages.NeverwillIallowmysoultobecomecomplacentandsatisfied,ratherIwillfeeditwithmeditationandprayer.NeverwillIallowmyhearttobecomesmallandbitter,ratherIwillshareitanditwillgrowandwarmtheearth.


Henceforthwill I love allmankind.From thismoment all hate is let frommyveinsforIhavenottimetohate,onlytimetolove.FromthismomentItakethefirst step required tobecomeamanamongmen.With love Iwill increasemysalesahundredfoldandbecomeagreatsalesman.IfIhavenootherqualitiesIcan succeed with love alone. Without it I will fail though I possess all theknowledgeandskillsoftheworld.

Iwillgreetthisdaywithlove,andIwillsucceed.

Chapter

Ten

TheScrollMarkedIII

IwillpersistuntilIsucceed.

IntheOrientyoungbullsaretestedforthefightarenainacertainmanner.Eachisbrought to the ringandallowed to attackapicadorwhopricks themwithalance.Thebraveryofeachbullisthenratedwithcareaccordingtothenumberof times he demonstrates hiswillingness to charge in spite of the sting of theblade. Henceforth will I recognize that each day I am tested by life in likemanner. If Ipersist, if I continue to try, if I continue tocharge forward, Iwillsucceed.


Iwasnotdelivereduntothisworldindefeat,nordoesfailurecourseinmyveins.Iamnotasheepwaitingtobeproddedbymyshepherd.IamalionandIrefuseto talk, towalk, to sleepwith the sheep. Iwill hear not thosewhoweep andcomplain, for their disease is contagious. Let them join the sheep. Theslaughterhouseoffailureisnotmydestiny.


Theprizesoflifeareattheendofeachjourney,notnearthebeginning;anditisnot given tome to know howmany steps are necessary in order to reachmygoal. Failure I may still encounter at the thousandth step, yet success hidesbehind thenextbend in the road.Neverwill Iknowhowclose it liesunless Iturnthecorner.

AlwayswillItakeanotherstep.IfthatisofnoavailIwilltakeanother,andyetanother.

Intruth,onestepatatimeisnottoodifficult.


Henceforth,Iwillconsidereachday‟seffortasbutoneblowofmybladeagainsta mighty oak. The first blow may cause not a tremor in the wood, nor thesecond,northethird.

Each blow, of itself, may be trifling, and seem of no consequence. Yet fromchildishswipestheoakwilleventuallytumble.Soitwillbewithmyeffortsoftoday.

Iwillbe liken to the raindropwhichwashesaway themountain; theantwhodevours a tiger; the star which brightens the earth; the slave who builds apyramid. I will build my castle one brick at a time for I know that smallattempts,repeated,willcompleteanyundertaking.


IwillneverconsiderdefeatandIwillremovefrommyvocabularysuchwordsandphrasesasquit,cannot,unable,impossible,outofthequestion,improbable,failure,unworkable,hopeless,andretreat;fortheyarethewordsoffools.IwillavoiddespairbutifthisdiseaseofthemindshouldinfectmethenIwillworkonindespair.IwilltoilandIwillendure.Iwillignoretheobstaclesatmyfeetandkeepmineeyeson thegoalsabovemyhead, for Iknowthatwheredrydesertends,greengrassgrows.


IwillremembertheancientlawofaveragesandIwillbendittomygood.Iwillpersist with knowledge that each failure to sell will increase my chance forsuccessatthenextattempt.

EachnayIhearwillbringmeclosertothesoundofyea.EachfrownImeetonlypreparesmeforthesmiletocome.EachmisfortuneIencounterwillcarryinittheseedoftomorrow‟sgoodluck.

Imust have the night to appreciate the day. Imust fail often to succeed onlyonce.


Iwilltry,andtry,andtryagain.EachobstacleIwillconsiderasameredetourtomygoalandachallengetomyprofession.Iwillpersistanddevelopmyskillsas

themarinerdevelopshis,bylearningtorideoutthewrathofeachstorm.


Henceforth,Iwilllearnandapplyanothersecretofthosewhoexcelinmywork.Wheneachdayisended,notregardingwhetherithasbeenasuccessorafailure,I will attempt to achieve onemore sale.Whenmy thoughts beckonmy tiredbodyhomewardIwillresistthetemptationtodepart.Iwilltryagain.Iwillmakeonemore attempt to close with victory, and if that fails I will make another.Neverwill Iallowanyday toendwitha failure.Thuswill Iplant theseedoftomorrow‟ssuccessandgainaninsurmountableadvantageoverthosewhoceasetheirlaborataprescribedtime.Whenothersceasetheirstruggle,thenminewillbegin,andmyharvestwillbefull.


Norwill I allowyesterday‟s success to lullme into today‟s complacency, forthisisthegreatfoundationoffailure.Iwillforgetthehappeningsofthedaythatisgone,whethertheyweregoodorbad,andgreetthenewsunwithconfidencethatthiswillbethebestdayofmylife.

Solongasthereisbreathinme,thatlongwillIpersist.FornowIknowoneofthegreatestprinciplesofsuccess;ifIpersistlongenoughIwillwin.

Iwillpersist.

Iwillwin.

Chapter

Eleven

TheScrollMarkedIV

Iamnature‟sgreatestmiracle.

Since the beginning of time never has there been another withmymind,myheart,myeyes,myears,myhands,myhair,mymouth.Nonethatcamebefore,nonethatlivetoday,andnonethatcometomorrowcanwalkandtalkandmoveandthinkexactlylikeme.AllmenaremybrothersyetIamdifferentfromeach.Iamauniquecreature.


AlthoughIamoftheanimalkingdom,animalrewardsalonewillnotsatisfyme.WithinmeburnsaflamewhichhasbeenpassedfromgenerationsuncountedanditsheatisaconstantirritationtomyspirittobecomebetterthanIam,andIwill.Iwillfanthisflameofdissatisfactionandproclaimmyuniquenesstotheworld.

Nonecanduplicatemybrushstrokes,nonecanmakemychiselmarks,nonecanduplicatemyhandwriting,nonecanproducemychild,and,intruth,nonehastheabilitytosellexactlyasI.Henceforth,Iwillcapitalizeonthisdifferenceforitisanassettobepromotedtothefullest.


Vain attempts to imitate others no longerwill Imake. Insteadwill I placemyuniquenessondisplayinthemarketplace.Iwillproclaimit,yea,Iwillsellit.Iwillbeginnowtoaccentmydifferences;hidemysimilarities.SotoowillIapplythisprincipletothegoodsIsell.Salesmanandgoods,differentfromallothers,andproudofthedifference.

Iamauniquecreatureofnature.

Iamrare,andthereisvalueinallrarity;therefore,Iamvaluable.Iamtheendproduct of thousands of years of evolution; therefore, I am better equipped in

bothmindandbodythanalltheemperorsandwisemenwhoprecededme.

Butmyskills,mymind,myheart,andmybodywillstagnate,rot,anddielestIput them to good use. I have unlimited potential.Only a small portion ofmybraindoIemploy;onlyapaltryamountofmymusclesdoIflex.Ahundredfoldor more can I increase my accomplishments of yesterday and this I will do,beginningtoday.

Nevermore will I be satisfied with yesterday‟s accomplishments nor will Iindulge,anymore,inself-praisefordeedswhichinrealityaretoosmalltoevenacknowledge.IcanaccomplishfarmorethanIhave,andIwill,forwhyshouldthemiraclewhichproducedmeendwithmybirth?Whycan Inotextend thatmiracletomydeedsoftoday?


Iamnotonthisearthbychance.Iamhereforapurposeandthatpurposeistogrowintoamountain,nottoshrinktoagrainofsand.HenceforthwillIapplyallmyeffortstobecomethehighestmountainofallandIwillstrainmypotentialuntilitcriesformercy.

Iwillincreasemyknowledgeofmankind,myself,andthegoodsIsell,thusmysaleswillmultiply.Iwillpractice,andimprove,andpolishthewordsIuttertosellmy goods, for this is the foundation onwhich Iwill buildmy career andneverwill I forget thatmanyhaveattainedgreatwealthandsuccesswithonlyonesalestalk,deliveredwithexcellence.AlsowillIseekconstantlytoimprovemymannersandgraces,fortheyarethesugartowhichallareattracted.


Iwillconcentratemyenergyonthechallengeofthemomentandmyactionswillhelpmeforgetallelse.Theproblemsofmyhomewillbeleftinmyhome.IwillthinknaughtofmyfamilywhenIaminthemarketplaceforthiswillcloudmythoughts.Sotoowilltheproblemsofthemarketplacebeleftinthemarketplaceand Iwill thinknaughtofmyprofessionwhen I am inmyhome for thiswilldampenmylove.

There is no room in themarket place formy family, nor is there room inmyhomeforthemarket.EachIwilldivorcefromtheotherandthuswillIremainwedded to both. Separate must they remain or my career will die. This is a

paradoxoftheages.


IhavebeengiveneyestoseeandamindtothinkandnowIknowagreatsecretof life for I perceive, at last, that all my problems, discouragements, andheartachesare,intruth,greatopportunitiesindisguise.Iwillnolongerbefooledbythegarmentstheywearformineeyesareopen.IwilllookbeyondtheclothandIwillnotbedeceived.


Nobeast,noplant,nowind,norain,norock,nolakehadthesamebeginningasI,forIwasconceivedinloveandbroughtforthwithapurpose.InthepastIhavenotconsideredthisfactbutitwillhenceforthshapeandguidemylife.


Andnatureknowsnotdefeat.Eventually,sheemergesvictoriousandsowillI,andwitheachvictorythenextstrugglebecomeslessdifficult.

Iwillwin,andIwillbecomeagreatsalesman,forIamunique.


Chapter

Twelve

TheScrollMarkedV

Iwilllivethisdayasifitismylast.

Andwhatshall Idowith this lastpreciousdaywhichremains inmykeeping?First,Iwillsealupitscontaineroflifesothatnotonedropspillsitselfuponthesand. Iwillwastenotamomentmourningyesterdaysmisfortunes,yesterday‟sdefeats,yesterday‟sachesoftheheart,forwhyshouldIthrowgoodafterbad?

Cansandflowupwardinthehourglass?Willthesunrisewhereitsetsandsetwhere it rises?Can I relive the errors of yesterday and right them?Can I callback yesterday‟swounds andmake themwhole?Can I become younger thanyesterday?CanItakebacktheevilthatwasspoken,theblowsthatwerestruck,thepainthatwascaused?No.YesterdayisburiedforeverandIwillthinkofitnomore.


AndwhatthenshallIdo?ForgettingyesterdayneitherwillIthinkoftomorrow.WhyshouldI thrownowaftermaybe?Can tomorrow‟ssand flow through theglassbeforetoday‟s?

Will the sun rise twice thismorning?Can I perform tomorrow‟s deedswhilestanding in today‟spath?Can I place tomorrow‟sgold in today‟spurse?Cantomorrow‟s child be born today? Can tomorrow‟s death cast its shadowbackwardanddarkentoday‟sjoy?ShouldIconcernmyselfovereventswhichImayneverwitness?ShouldItormentmyselfwithproblemsthatmaynevercometopass?No!Tomorrowliesburiedwithyesterday,andIwillthinkofitnomore.


Thisday isall Ihaveand thesehoursarenowmyeternity. Igreet thissunrisewithcriesofjoyasaprisonerwhoisreprievedfromdeath.Iliftminearmswiththanksforthispricelessgiftofanewday.Sotoo,Iwillbeatuponmyheartwith

gratitude as I consider allwho greeted yesterday‟s sunrisewho are no longerwiththelivingtoday.Iamindeedafortunatemanandtoday‟shoursarebutabonus,undeserved.WhyhaveIbeenallowedtolivethisextradaywhenothers,farbetterthanI,havedeparted?Isitthattheyhaveaccomplishedtheirpurposewhilemineisyettobeachieved?IsthisanotheropportunityformetobecomethemanIknowIcanbe?Isthereapurposeinnature?Isthismydaytoexcel?


Ihavebutonelifeandlifeisnaughtbutameasurementoftime.WhenIwasteone I destroy the other. If I waste today I destroy the last page of my life.Therefore,eachhourofthisdaywillIcherishforitcanneverreturn.Itcannotbe banked today to bewithdrawnon themorrow, forwho can trap thewind?EachminuteofthisdaywillIgraspwithbothhandsandfondlewithloveforitsvalue isbeyondprice.Whatdyingmancanpurchaseanotherbreath thoughhewillinglygiveallhisgold?Whatpricedare Iplaceon thehoursahead? Iwillmakethempriceless!


I will avoid with fury the killers of time. Procrastination I will destroy withaction; doubt I will bury under faith; fear I will dismember with confidence.Where thereare idlemouthsIwill listennot;where thereare idlehandsIwilllingernot;wherethereareidlebodiesIwillvisitnot.

HenceforthIknowthat tocourt idleness is tosteal food,clothing,andwarmthfromthoseIlove.

Iamnotathief.Iamamanofloveandtodayismylastchancetoprovemyloveandmygreatness.


ThedutiesoftodayIshallfulfilltoday.TodayIshallfondlemychildrenwhiletheyareyoung;tomorrowtheywillbegone,andsowillI.TodayIshallembracemywomanwithsweetkisses;tomorrowshewillbegone,andsowillI.TodayIshallliftupafriendinneed;tomorrowhewillnolongercryforhelp,norwillIhearhiscries.TodayIshallgivemyselfinsacrificeandwork;tomorrowIwillhavenothingtogive,andtherewillbenonetoreceive.


Andifitismylast,itwillbemygreatestmonument.ThisdayIwillmakethebestdayofmylife.ThisdayIwilldrinkeveryminutetoitsfull.Iwillsavoritstaste and give thanks. Iwillmaketh every hour count and eachminute Iwilltradeonlyforsomethingofvalue.Iwilllaborharderthaneverbeforeandpushmymusclesuntiltheycryforrelief,andthenIwillcontinue.Iwillmakemorecallsthaneverbefore.Iwillsellmoregoodsthaneverbefore.Iwillearnmoregoldthaneverbefore.Eachminuteoftodaywillbemorefruitfulthanhoursofyesterday.Mylastmustbemybest.


Andifitisnot,Ishallfalltomykneesandgivethanks.

Chapter

Thirteen

TheScrollMarkedVI

TodayIwillbemasterofmyemotions.

The tides advance; the tides recede.Winter goes and summer comes.Summerwanesandthecoldincreases.Thesunrises;thesunsets.Themoonisfull;themoonisblack.Thebirdsarrive;thebirdsdepart.Flowersbloom;flowersfade.Seedsaresown;harvestsarereaped.AllnatureisacircleofmoodsandIamapartofnatureandso,likethetides,mymoodswillrise;mymoodswillfall.


Itisoneofnature‟stricks,littleunderstood,thateachdayIawakenwithmoodsthathavechangedfromyesterday.Yesterday‟sjoywillbecometoday‟ssadness;yet today‟s sadness will grow into tomorrow‟s joy. Inside me is a wheel,constantly turning from sadness to joy, from exultation to depression, fromhappiness tomelancholy.Like the flowers, today‟s fullbloomof joywill fadeandwither intodespondency, yet Iwill remember that as today‟sdead flowercarries the seed of tomorrow‟s bloom so, too, does today‟s sadness carry theseedoftomorrow‟sjoy.


AndhowwillImastertheseemotionssothateachdaywillbeproductive?Forunlessmymoodisrightthedaywillbeafailure.TreesandplantsdependontheweathertoflourishbutImakemyownweather,yeaItransportitwithme.IfIbring rain and gloom and darkness and pessimism tomy customers then theywill react with rain and gloom and darkness and pessimism and they willpurchasenaught.IfIbringjoyandenthusiasmandbrightnessandlaughtertomycustomers theywill reactwith joyandenthusiasmandbrightnessand laughterandmyweatherwillproduceaharvestofsalesandagranaryofgoldforme.


And howwill Imastermy emotions so that every day is a happy day, and aproductiveone?Iwilllearnthissecretoftheages:Weakishewhopermitshisthoughtstocontrolhisactions;strongishewhoforceshisactionstocontrolhisthoughts.Eachday,whenIawaken,IwillfollowthisplanofbattlebeforeIamcapturedbytheforcesofsadness,self-pityandfailure—

IfIfeeldepressedIwillsing.IfIfeelsadIwilllaugh.IfIfeelillIwilldoublemylabor.If I feel fear I will plunge ahead.If I feel inferior I will wear newgarments.IfIfeeluncertainIwillraisemyvoice.IfIfeelpovertyIwillthinkofwealth to come.If I feel incompetent I will remember past success.If I feelinsignificantIwillremembermygoals.TodayIwillbemasterofmyemotions.

Henceforth, Iwill know that only thosewith inferior ability can always be attheir best, and I am not inferior. There will be days when I must constantlystruggle against forceswhichwould tearmedown.Those suchasdespair andsadnessaresimpletorecognizebutthereareotherswhichapproachwithasmileandthehandoffriendshipandtheycanalsodestroyme.

Againstthem,too,Imustneverrelinquishcontrol—

IfIbecomeoverconfidentIwillrecallmyfailures.IfIoverindulgeIwillthinkofpast hungers.If I feel complacency Iwill remembermy competition.If I enjoymomentsofgreatnessIwillremembermomentsofshame.IfIfeelall-powerfulIwill try to stop the wind.If I attain great wealth I will remember one unfedmouth.IfIbecomeoverlyproudIwillrememberamomentofweakness.IfIfeelmy skill is unmatched I will look at the stars.Today I will be master of myemotions.

AndwiththisnewknowledgeIwillalsounderstandandrecognizethemoodsofhimonwhomIcall.Iwillmakeallowancesforhisangerandirritationoftodayforheknowsnot thesecretofcontrollinghismind.Icanwithstandhisarrowsand insults for now I know that tomorrow he will change and be a joy toapproach.

NolongerwillIjudgeamanononemeeting;nolongerwillIfailtocallagaintomorrowonhewhomeetsmewithhate today.Thisdayhewillnotbuygoldchariotsforapenny,yettomorrowhewouldexchangehishomeforatree.Myknowledgeofthissecretwillbemykeytogreatwealth.


HenceforthIwill recognizeand identify themysteryofmoods inallmankind,andinme.

FromthismomentIampreparedtocontrolwhateverpersonalityawakesinmeeachday.IwillmastermymoodsthroughpositiveactionandwhenImastermymoodsIwillcontrolmydestiny.

TodayIcontrolmydestiny,andmydestinyistobecomethegreatestsalesmanintheworld!

Iwillbecomemasterofmyself.

Iwillbecomegreat.

Chapter

Fourteen

TheScrollMarkedVII

Iwilllaughattheworld.

No living creature can laugh except man. Trees may bleed when they arewounded,andbeastsinthefieldwillcryinpainandhunger,yetonlyIhavethegift of laughter and it is mine to use whenever I choose. Henceforth I willcultivatethehabitoflaughter.

Iwillsmileandmydigestionwillimprove;Iwillchuckleandmyburdenswillbe lightened; Iwill laugh andmy lifewill be lengthened for this is the greatsecretoflonglifeandnowitismine.


Andmostofall,Iwill laughatmyselfformanismostcomicalwhenhetakeshimselftooseriously.NeverwillIfallintothistrapofthemind.ForthoughIbenature‟sgreatestmiracleamInotstillameregraintossedaboutbythewindsoftime?DoItrulyknowwhenceIcameorwhitherIambound?Willmyconcernfor this day not seem foolish ten years hence?Why should I permit the pettyhappenings of today to disturb me?What can take place before this sun setswhichwillnotseeminsignificantintheriverofcenturies?


AndhowcanIlaughwhenconfrontedwithmanordeedwhichoffendsmesoastobringforthmytearsormycurses?FourwordsIwilltrainmyselftosayuntilthey become a habit so strong that immediately theywill appear inmymindwhenevergoodhumorthreatenstodepartfromme.Thesewords,passeddownfromtheancients,willcarrymethrougheveryadversityandmaintainmylifeinbalance.Thesefourwordsare:Thistooshallpass.


Forallworldlythingsshallindeedpass.WhenIamheavywithheartacheIshallconsolemyself that this too shall pass;when I ampuffedwith success I shallwarnmyselfthatthistooshallpass.WhenIamstrangledinpovertyIshalltellmyself that this too shall pass; when I am burdened with wealth I shall tellmyselfthatthistooshallpass.Yea,verily,whereishewhobuiltthepyramid?Ishenotburiedwithinitsstone?Andwillthepyramid,oneday,notalsobeburiedundersand?IfallthingsshallpasswhyshouldIbeofconcernfortoday?


Iwillpaint thisdaywithlaughter;Iwillframethisnightinsong.NeverwillIlabortobehappy;ratherwillIremaintoobusytobesad.Iwillenjoytoday‟shappinesstoday.Itisnotgraintobestoredinabox.Itisnotwinetobesavedinajar.Itcannotbesavedforthemorrow.

ItmustbesownandreapedonthesamedayandthisIwilldo,henceforth.


Andwithmylaughterallthingswillbereducedtotheirpropersize.Iwilllaughatmyfailuresandtheywillvanishincloudsofnewdreams;Iwilllaughatmysuccessesandtheywillshrinktotheirtruevalue.Iwilllaughatevilanditwilldieuntasted; Iwill laughatgoodness and itwill thrive andabound.EachdaywillbetriumphantonlywhenmysmilesbringforthsmilesfromothersandthisIdo in selfishness, for those onwhom I frown are thosewho purchase notmygoods.


Henceforthwill I shedonly tearsof sweat, for thoseof sadnessor remorseorfrustration 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 acastle.

Never will I allow myself to become so important, so wise, so dignified, sopowerful,thatIforgethowtolaughatmyselfandmyworld.InthismatterIwillalwaysremainasachild,foronlyasachildamIgiventheabilitytolookuptoothers;andsolongasIlookuptoanotherIwillnevergrowtoolongformycot.


Andso longas Ican laughneverwill Ibepoor.This, then, isoneofnature‟sgreatestgifts,andIwillwasteitnomore.OnlywithlaughterandhappinesscanItrulybecomeasuccess.

OnlywithlaughterandhappinesscanIenjoythefruitsofmylabor.Wereitnotso,farbetterwoulditbetofail,forhappinessisthewinethatsharpensthetasteof themeal.Toenjoy success Imusthavehappiness, and laughterwill be themaidenwhoservesme.

Iwillbehappy.

Iwillbesuccessful.

Iwillbethegreatestsalesmantheworldhaseverknown.

Chapter

Fifteen

TheScrollMarkedVIII

TodayIwillmultiplymyvalueahundredfold.

Amulberryleaftouchedwiththegeniusofmanbecomessilk.

Afieldofclaytouchedwiththegeniusofmanbecomesacastle.

Acyprustreetouchedwiththegeniusofmanbecomesashrine.

A cut of sheep‟s hair touchedwith the genius ofman becomes raiment for aking.

If it is possible for leaves and clay and wood and hair to have their valuemultipliedahundred,yeaathousandfoldbyman,cannotIdothesamewiththeclaywhichbearsmyname?


Iamlikentoagrainofwheatwhichfacesoneofthreefutures.Thewheatcanbeplacedinasackanddumpedinastalluntilitisfedtoswine.Oritcanbegroundto flour andmade into bread.Or it can be placed in the earth and allowed togrowuntilitsgoldenheaddividesandproducesathousandgrainsfromtheone.

I am liken to a grain ofwheatwith one difference. Thewheat cannot choosewhether it be fed to swine, ground for bread, or planted tomultiply. I have achoiceandIwillnotletmylifebefedtoswinenorwillIletitbegroundundertherocksoffailureanddespair tobebrokenopenanddevouredbythewillofothers.


Togrowandmultiplyitisnecessarytoplantthewheatgraininthedarknessoftheearthandmyfailures,mydespairs,myignorance,andmyinabilitiesarethe

darkness inwhich I have been planted in order to ripen.Now, like thewheatgrainwhichwillsproutandblossomonlyifitisnurturedwithrainandsunandwarmwinds,Itoomustnurturemybodyandmindtofulfillmydreams.Buttogrowtofallstaturethewheatmustwaitonthewhimsofnature.IneednotwaitforIhavethepowertochoosemyowndestiny.


AndhowwillIaccomplishthis?FirstIwillsetgoalsfortheday,theweek,themonth, the year, andmy life. Just as the rainmust fall before thewheatwillcrack its shell and sprout, so must I have objectives before my life willcrystallize.InsettingmygoalsIwillconsidermybestperformanceofthepastandmultiplyitahundredfold.ThiswillbethestandardbywhichIwill liveinthe future.Neverwill I be of concern thatmy goals are too high for is it notbettertoaimmyspearatthemoonandstrikeonlyaneaglethantoaimmyspearattheeagleandstrikeonlyarock?


The height ofmy goalswill not holdme in awe though Imay stumble oftenbeforetheyarereached.IfIstumbleIwillriseandmyfallswillnotconcernmeforallmenmuststumbleoftentoreachthehearth.Onlyawormisfreefromtheworryofstumbling.Iamnotaworm.Iamnotanonionplant.Iamnotasheep.I am aman.Let others build a cavewith their clay. Iwill build a castlewithmine.


Andjustasthesunmustwarmtheearthtobringforththeseedlingofwheatso,too, will the words on these scrolls warm my life and turn my dreams intoreality. Today I will surpass every actionwhich I performed yesterday. I willclimb today‟smountain to theutmostofmyabilityyet tomorrowIwillclimbhigherthantoday,andthenextwillbehigherthantomorrow.

Tosurpassthedeedsofothersisunimportant;tosurpassmyowndeedsisall.


And just as thewarmwindguides thewheat tomaturity, the samewindswillcarrymyvoicetothosewhowilllistenandmywordswillannouncemygoals.

OncespokenIdarenotrecallthemlestIloseface.Iwillbeasmyownprophetand though allmay laugh atmyutterances theywill hearmyplans, theywillknow my dreams; and thus there will be no escape for me until my wordsbecomeaccomplisheddeeds.


Iwillcommitnottheterriblecrimeofaimingtoolow.

Iwilldotheworkthatafailurewillnotdo.

Iwillalwaysletmyreachexceedmygrasp.

Iwillneverbecontentwithmyperformanceinthemarket.

Iwillalwaysraisemygoalsassoonastheyareattained.

Iwillalwaysstrivetomakethenexthourbetterthanthisone.

Iwillalwaysannouncemygoalstotheworld.

Yet,neverwillIproclaimmyaccomplishments.Lettheworld,instead,approachmewithpraiseandmayIhavethewisdomtoreceiveitinhumility.


One grain of wheat when multiplied a hundredfold will produce a hundredstalks.

Multiply theseahundredfold, ten times,and theywill feedall thecitiesof theearth.AmInotmorethanagrainofwheat?


AndwhenitisdoneIwilldoitagain,andagain,andtherewillbeastonishmentandwonderatmygreatnessasthewordsofthesescrollsarefulfilledinme.

Chapter

Sixteen

TheScrollMarkedIX

Mydreamsareworthless,myplansaredust,mygoalsareimpossible.

Allareofnovalueunlesstheyarefollowedbyaction.

Iwillactnow.

Never has there been a map, however carefully executed to detail and scale,whichcarried itsowneroverevenone inchofground.Neverhas therebeenaparchment of law, however fair, which prevented one crime. Never has therebeenascroll,evensuchastheoneIhold,whichearnedsomuchasapennyorproducedasinglewordofacclamation.Action,alone,isthetinderwhichignitesthemap,theparchment,thisscroll,mydreams,myplans,mygoals,intoalivingforce.Actionisthefoodanddrinkwhichwillnourishmysuccess.

Iwillactnow.

My procrastination which has held me back was born of fear and now Irecognize this secret mined from the depths of all courageous hearts. Now IknowthattoconquerfearImustalwaysactwithouthesitationandthefluttersinmyheartwillvanish.NowIknowthatactionreducesthelionofterrortoanantofequanimity.

Iwillactnow.

Henceforth,Iwillrememberthelessonofthefireflywhogivesofitslightonlywhenitisonthewing,onlywhenitisinaction.Iwillbecomeafireflyandeveninthedaymyglowwillbeseeninspiteofthesun.Letothersbeasbutterflieswhopreentheirwingsyetdependonthecharityofaflowerforlife.Iwillbeasthefireflyandmylightwillbrightentheworld.

Iwillactnow.

IwillnotavoidthetasksoftodayandchargethemtotomorrowforIknowthattomorrownevercomes.Letmeactnoweventhoughmyactionsmaynotbringhappinessorsuccessforit isbettertoactandfail thannottoactandflounder.Happiness,intruth,maynotbethefruitpluckedbymyactionyetwithoutactionallfruitwilldieonthevine.

Iwillactnow.

Iwill act now. I will act now. I will act now.Henceforth, I will repeat thesewordsagainandagainandagain,eachhour,eachday,everyday,untilthewordsbecomeasmuchahabitasmybreathingandtheactionswhichfollowbecomeasinstinctiveastheblinkingofmyeyelids.

WiththesewordsIcanconditionmymindtoperformeveryactnecessaryformysuccess.With these words I can condition my mind to meet every challengewhichthefailureavoids.

Iwillactnow.

Iwillrepeatthesewordsagainandagainandagain.

WhenIawakeIwillsaythemandleapfrommycotwhilethefailuresleepsyetanotherhour.

Iwillactnow.

WhenIenterthemarketplaceIwillsaythemandimmediatelyconfrontmyfirstprospectwhilethefailurepondersyethispossibilityofrebuff.

Iwillactnow.

When I face a closed door Iwill say them and knockwhile the failurewaitsoutsidewithfearandtrepidation.

Iwillactnow.

WhenI face temptationIwillsay themandimmediatelyact toremovemyselffromevil.

Iwillactnow.

When I am tempted to quit and begin again tomorrow I will say them andimmediatelyacttoconsummateanothersale.

Iwillactnow.

OnlyactiondeterminesmyvalueinthemarketplaceandtomultiplymyvalueIwillmultiplymyactions.Iwillwalkwherethefailurefearstowalk.Iwillworkwhenthefailureseeksrest.Iwilltalkwhenthefailureremainssilent.Iwillcallontenwhocanbuymygoodswhilethefailuremakesgrandplanstocallonone.Iwillsayitisdonebeforethefailuresaysitistoolate.

Iwillactnow.

FornowisallIhave.Tomorrowisthedayreservedforthelaborofthelazy.Iamnot lazy.Tomorrow is the daywhen the evil becomegood. I amnot evil.Tomorrowisthedaywhentheweakbecomestrong.Iamnotweak.Tomorrowisthedaywhenthefailurewillsucceed.Iamnotafailure.

Iwillactnow.

Whenthelionishungryheeats.Whentheeaglehasthirsthedrinks.Lesttheyact,bothwillperish.

Ihungerforsuccess. I thirst forhappinessandpeaceofmind.LestIactIwillperishinalifeoflure,misery,andsleeplessnights.

Iwillcommand,andIwillobeymineowncommand.

Iwillactnow.

Successwillnotwait.IfIdelayshewillbecomebetrothedtoanotherandlosttomeforever.Thisisthetime.Thisistheplace.Iamtheman.

Iwillactnow.

Chapter

Seventeen

TheScrollMarkedX

WhoisofsolittlefaiththatinamomentofgreatdisasterorheartbreakhasnotcalledtohisGod?Whohasnotcriedoutwhenconfrontedwithdanger,death,ormysterybeyondhisnormalexperienceorcomprehension?Fromwherehasthisdeep instinct come which escapes from the mouth of all living creatures inmomentsofperil?

Moveyourhand inhastebeforeanother‟seyesandhiseyelidswillblink.Tapanotheronhiskneeandhislegwilljump.Confrontanotherwithdarkhorrorandhismouthwillsay,“MyGod”fromthesamedeepimpulse.

Mylifeneednotbefilledwithreligioninorderformetorecognizethisgreatestmysteryofnature.Allcreaturesthatwalktheearth,includingman,possesstheinstincttocryforhelp.

Whydowepossessthisinstinct,thisgift?

Are not our cries a form of prayer? Is it not incomprehensible in a worldgoverned by nature‟s laws to give a lamb, or a mule, or a bird, or man theinstinct tocryout forhelp lestsomegreatmindhasalsoprovided that thecryshouldbeheardbysomesuperiorpowerhavingtheabilitytohearandtoanswerour cry? Henceforth I will pray, but my cries for help will only be cries forguidance.

Never will I pray for the material things of the world. I am not calling to aservant to bringme food. I am not ordering an innkeeper to providemewithroom.NeverwillIseekdeliveryofgold,love,goodhealth,pettyvictories,fame,success, or happiness.Only for guidancewill I pray, that Imaybe shown thewaytoacquirethesethings,andmyprayerwillalwaysbeanswered.

TheguidanceIseekmaycome,ortheguidanceIseekmaynotcome,butarenotboth of these an answer? If a child seeks bread from his father and it is notforthcominghasnotthefatheranswered?

Iwillprayforguidance,andIwillprayasasalesman,inthismanner—

Ohcreatorofallthings,helpme.ForthisdayIgooutintotheworldnakedandalone,andwithoutyourhandtoguidemeIwillwanderfarfromthepathwhichleadstosuccessandhappiness.

Iasknotforgoldorgarmentsorevenopportunitiesequaltomyability;instead,guidemesothatImayacquireabilityequaltomyopportunities.

Youhavetaughtthelionandtheeaglehowtohuntandprosperwithteethandclaw.

TeachmehowtohuntwithwordsandprosperwithlovesothatImaybealionamongmenandaneagleinthemarketplace.

Help me to remain humble through obstacles and failures; yet hide not frommineeyestheprizethatwillcomewithvictory.

Assignmetaskstowhichothershavefailed;yetguidemetoplucktheseedsofsuccessfromtheirfailures.Confrontmewithfearsthatwilltempermyspirit;yetendowmewithcouragetolaughatmymisgivings.

Sparemesufficientdaystoreachmygoals;yethelpmetolivethisdayasthoughitbemylast.

Guidemeinmywordsthattheymaybearfruit;yetsilencemefromgossipthatnonebemaligned.

Disciplineme in thehabitof tryingand tryingagain; yet showme theway tomake use of the law of averages. Favor me with alertness to recognizeopportunity;yetendowmewithpatiencewhichwillconcentratemystrength.

Bathemeingoodhabitsthatthebadonesmaydrown;yetgrantmecompassionforweaknesses inothers.Suffermetoknowthatall thingsshallpass;yethelpmetocountmyblessingsoftoday.

Expose me to hate so it not be a stranger; yet fill my cup with love to turnstrangersintofriends.

Butallthesethingsbeonlyifthywill.Iamasmallandalonelygrapeclutching

thevineyetthouhastmademedifferentfromallothers.Verily,theremustbeaspecialplaceforme.

Guideme.Helpme.Showmetheway.

Letmebecomeallyouplannedformewhenmyseedwasplantedandselectedbyyoutosproutinthevineyardoftheworld.

Helpthishumblesalesman.

Guideme,God.

Chapter

Eighteen

AndsoitcametopassthatHafidwaitedinhislonelypalaceforhewhowastoreceive the scrolls. The old man, with only his trusted bookkeeper for acompanion, watched the seasons come and go, and the infirmities of old agesoonpreventedhimfromdoinglittleexceptsitquietlyinhiscoveredgarden.

Hewaited.

Hewaitednearlythreefullyearsafterthedisposalofhisworldlywealthandthedisbandingofhistradeempire.

And then from out of the desert to the East there appeared a slight, limpingfigure of a strangerwho enteredDamascus andmade straightway through thestreets until he stood before the palace ofHafid.Erasmus, usually amodel ofcourtesyandpropriety,remainedresolutelyinthedoorwayasthecallerrepeatedhisrequest,“Iwouldstspeakwiththymaster.”

Thestranger‟sappearancewasnotonetoinspireconfidence.Hissandalswereripped andmendedwith rope, his brown legswere cut and scratched andhadsores inmany places, and above them hung a loose and tattered camel‟s hairloincloth.Theman‟shairwassnarledandlongandhiseyes,redfromthesun,seemedtoburnfromwithin.

Erasmusheldtightlytothedoorhandle.“Whatisitthouseekethofmysire?”

Thestrangerallowedhissacktofallfromhisshouldersandclenchedbothhandsin prayer toward Erasmus. “Please, kindman, grantme an audiencewith thymaster.ImeanhimnoharmnorseekIalms.LethimhearmywordsandthenIwillgoinhasteifIoffendhim.”

Erasmus, still unsure, slowly opened the door and nodded toward the interior.Thenheturnedwithoutlookingbackandwalkedswiftlytowardthegardenwithhisvisitorlimpingbehind.

In the garden, Hafid dozed, and Erasmus hesitated before his master. He

coughedandHafidstirred.Hecoughedagainandtheoldmanopenedhiseyes.

“Forgivethisdisturbance,master,butthereisacaller.”

Hafid,nowawake, satupand shiftedhisgaze to the strangerwhobowedandspoke.“Artthouhewhohasbeencalledthegreatestsalesmanintheworld?”

Hafid frowned but nodded, “I have been called that in years now gone. Nolongeristhatcrownonmyoldhead.Whatseekeththeeofme?”

Thesmallvisitorstoodself-consciouslybeforeHafidandrubbedhishandsoverhismattedchest.Heblinkedhiseyesinthesoftlightandreplied,“IamcalledSaulandI returnnow,fromJerusalem, tomybirthplace inTarsus.However, Ibeg you, let not my appearance deceive you. I am not a bandit from thewildernessnoramIabeggarofthestreets.IamacitizenofTarsusandalsoacitizenofRome.MypeoplearePhariseesof theJewish tribeofBenjaminandalthough I am a tentmaker by trade, I have studied under the greatGamaliel.SomecallmePaul.”

He swayed as he spoke and Hafid, not fully awake until this moment,apologeticallymotionedforhisvisitortosit.

Paulnoddedbutremainedstanding.“Icometotheeforguidanceandhelpwhichonlyyoucangive.Willyoupermitme,sire,totellmystory?”

Erasmus, standing behind the stranger, shook his head violently, but Hafidpretendednot tonotice.Hestudied the intruderofhissleepcarefullyand thennodded,“Iam tooold tocontinue to lookupat thee.Sitatmyfeetand Iwillhearyouthrough.”

Paulpushedhissackasideandkneltneartheoldmanwhowaitedinsilence.

“Fouryearsago,becausetheaccumulatedknowledgeoftoomanyyearsofstudyhad blinded my heart to truth, I was the official witness to the stoning, inJerusalem,ofaholymancalledStephen.Hehadbeencondemned todeathbytheJewishSanhedrinforblasphemyagainstourGod.”

Hafidinterruptedwithpuzzlementinhisvoice,“IdonotunderstandhowIamconnectedwiththisactivity.”

Paulraisedhishandasiftocalmtheoldman.“Iwillexplainquickly.StephenwasafollowerofamancalledJesus,wholessthanayearbeforethestoningofStephen,wascrucifiedby theRomans forseditionagainst thestate.Stephen‟sguilt was his insistence that Jesus was the Messiah whose coming had beenforetoldbytheJewishprophets,andthattheTemplehadconspiredwithRometomurder this son of God. This rebuke to those in authority could only bepunishablewithdeathandasIhavealreadytoldthee,Iparticipated.

“Furthermore,withmyfanaticismandyouthfulzeal,IwassuppliedwithlettersfromthehighpriestoftheTempleandentrustedwiththemissionofjourneyingheretoDamascustosearchouteveryfollowerofJesusandreturntheminchainstoJerusalemforpunishment.Thiswas,asIhavesaid,fouryearsago.”

ErasmusglancedatHafidandwasstartled,fortherewasalookintheoldman‟seyeswhichhadnotbeenseenby the faithfulbookkeeper inmanyyears.OnlythesplashoffountainwatercouldbeheardinthegardenuntilPaulspokeoncemore.

“Nowas IapproachedDamascuswithmurder inmyheart therewasa suddenflashoflightfromtheheavens.IremembernothavingbeenstruckbutIfoundmyselfonthegroundandalthoughIcouldnotsee,Icouldhear,andIheardavoiceinmyearsay,„Saul,Saul,whydoyoupersecuteme?‟Ianswered,„Whoareyou?‟andthevoicereplied,„IamJesus,whomyouarepersecuting;butriseandenterthecity,andyouwillbetoldwhattodo.‟

“IaroseandwasledbythehandsofmycompanionsintoDamascusandthereIwasnot able toeatordrink for threedayswhile I remained in thehouseof afollowerofthecrucifiedone.ThenIwasvisitedbyanothercalledAnanias,whosaidhe hadbeenvisited in a vision and told to come tome.Thenhe laid hishands uponmy eyes and I could see again. Then I ate, and I drank, andmystrengthreturned.”

Hafidnowleanedforwardfromhisbenchandinquired,“Whatthentookplace?”

“I was brought to the synagogue and my presence as a persecutor of thefollowersofJesusstruckfearintotheheartsofallhisfollowersbutIpreachedneverthelessandmywordsconfoundedthem,fornowIspokethathewhohadbeencrucifiedwasindeedtheSonofGod.

“AndallwholistenedsuspectedatrickofdeceitonmypartforhadInotcaused

havocinJerusalem?IcouldnotconvincethemofmychangeofheartandmanyplottedmydeathsoIescapedoverthewallsandreturnedtoJerusalem.

“In Jerusalem the happenings of Damascus repeated themselves. None of thefollowersofJesuswouldcomenearmealthoughwordhadbeenreceivedofmypreachinginDamascus.

Nevertheless,IcontinuedtopreachinthenameofJesusbutitwasofnoavail.EverywhereIspokeIantagonizedthosewholisteneduntilonedayIwenttotheTemple and in the courtyard, as I watched the sale of doves and lambs forsacrifice,thevoicecametomeagain.”

“Thistimewhatdiditsay?”Erasmusspokebeforehecouldstophimself.HafidsmiledathisoldfriendandnoddedforPaultocontinue.

“The voice said, Thou hast had theWord for nearly four years but thou hastshownfewthelight.EventhewordofGodmustbesoldtothepeopleortheywillhearitnot.DidnotIspeakinparablessothatallmightunderstand?Thouwiltcatchfewflieswithvinegar.ReturntoDamascusandseekouthimwhoisacclaimedasthegreatestsalesmanintheworld.Ifthouwouldstspreadmywordtotheworldlethimshowyoutheway.‟”

HafidglancedquicklyatErasmusandtheoldbookkeepersensedtheunspokenquestion.

Was this theone forwhomhehadwaitedso long?Thegreat salesman leanedforwardandplacedhishandonPaul‟sshoulder.“TellmeaboutthisJesus.”

Paul,hisvoicenowalivewithnewstrengthandvolume, toldof Jesusandhislife.Whilethetwolistened,hespokeofthelongJewishwaitforaMessiahwhowouldcomeandunitethemwithinanewandindependentkingdomofhappinessandpeace.HetoldofJohntheBaptistandthearrival,onthestageofhistory,ofonecalledJesus.Hetoldofthemiraclesperformedbythisman,hislecturestothecrowds,hisraisingofthedead,histreatmentofthemoneychangers,andhetold of the crucifixion, burial, and resurrection. Finally, as if to give furtherimpact to his story, Paul reached into the sack at his side and removed a redgarmentwhichheplacedinthelapofHafid.“Sire,youholdinyourarmsalltheworldlygoodsleftbehindbythisJesus.Allthathepossessedhesharedwiththeworld,evenuntohislife.Andatthefootofhiscross,Romansoldierscastlotsfor this robe. It has come into my possession through much diligence and

searchingwhenIwaslastinJerusalem.”

Hafid‟sfacepaledandhishandsshookasheturnedtherobestainedwithblood.

Erasmus, alarmed at his master‟s appearance, moved closer to the old man.Hafidcontinuedtoturnthegarmentuntilhefoundthesmallstarsewnintothecloth…themarkofTola,whoseguildmadetherobessoldbyPathros.Nexttothestarwasacirclesewnwithinasquare…themarkofPathros.

AsPaulandErasmuswatched,theoldmanraisedtherobeandrubbeditgentlyagainsthischeek.Hafidshookhishead. Impossible.Thousandsofother robesweremadebyTolaandsoldbyPathrosintheyearsofhisgreattraderoute.

Stillclutching therobeandspeaking inahoarsewhisper,Hafidsaid,“TellmewhatisknownofthebirthofthisJesus.”

Paulsaid,“Heleftourworldwithlittle.Hehadentereditwithless.Hewasborninacave,inBethlehem,duringthetimeofthecensusofAugustus.”

Hafid‟ssmileseemedalmostchildishtothetwomen,andtheylookedonwithpuzzlement, for tearsalso floweddownhiswrinkledcheeks.Hebrushed themawaywithhishandandasked,“Andwastherenotthebrighteststarthatmanhaseverseenwhichshoneabovethebirthplaceofthisbaby?”

Paul‟smouthopenedyethecouldnotspeak,norwasitnecessary.HafidraisedhisarmsandembracedPaul,andthistimethetearsofbothweremingled.

FinallytheoldmanaroseandbeckonedtowardErasmus.“Faithfulfriend,gotothetowerandreturnwiththechest.Wehavefoundoursalesmanatlast.”

ABOUTTHEAUTHOR

OGMANDINOisthemostwidelyreadinspirationalandself-helpauthorintheworldtoday.Hisfourteenbookshavesoldmorethantwenty-fivemillioncopiesineighteenlanguages.

Thousands of people fromallwalks of life have openly creditedOgMandinowithturningtheirlivesaroundandforthemiracletheyhavefoundinhiswords.Hisbooksofwisdom, inspiration, and love includeABetterWay toLive;TheChoice;TheChristCommission;TheGift ofAcabar;TheGreatestMiracle in

theWorld;TheGreatestSalesman in theWorld;TheGreatestSalesman in theWorld, Part II: The End of the Story; The Greatest Secret in theWorld; TheGreatestSuccess in theWorld;Mission:Success!;OgMandino’sUniversityofSuccess;andTheReturnoftheRagpicker.

A special preview of the bestselling sequel to The Greatest Salesman in theWorldTHEGREATESTSALESMANINTHEWORLD

PARTII:

TheEndoftheStory

Nowavailableatyourlocalbookstore

OntheoutskirtsofDamascus,inastatelypalaceofburnishedmarbleframedbygiant palm trees, there lived a very specialmanwhosenamewasHafid.Nowretired,hisvasttradeempirehadonceknownnoboundaries,extendingacrosssomanylandsfromParthiatoRometoBritanniathathewasacclaimedeverywhereasthegreatestsalesmanintheworld.

Bythetimehehadremovedhimselffromtheworldofcommerce,followinghistwenty-sixthyearofrecordgrowthandprofit,theinspiringstoryofHafid‟srisefromalowlycamelboytohismightypositionofpowerandwealthhadspreadthroughoutthecivilizedworld.

In those times of great turmoil andupheaval,while almost all of the civilizedworldbowedmeeklytoCaesarandhisarmies,Hafid‟sfameandreputationhadalmostelevatedhimtothestatusofalivinglegend.Especiallyamongthepoorand downtrodden of Palestine, a border region on the eastern frontier of theempire, Hafid of Damascus was honored in song and poetry as a shiningexample of how much it was possible to accomplish with one‟s life despiteobstaclesandhandicaps.

And yet for a man who had fashioned such a monumental legacy andaccumulated a fortuneof severalmilliongold talents, the greatest salesman intheworldwasfarfromhappyinhisretirement.

Ashehaddoneonsomanyotherdaysstretchingbackthroughtheyears,Hafidemerged from the rearentranceofhismansionatdawnonemorning, treadingcarefullyon thedew-moistened tilesofpolishedbasaltasheheadedresolutelyacross thehugeandshadowycourtyard.Faroff, a solitarycockcrowedas thesun‟sfirstraysofsilverandgoldradiatedabovethedesertfromtheeast.

Hafid paused near the octagonal fountain in the center of the wide patio andinhaled deeply, nodding in appreciation at the thick covering of pale yellowjasmineblossomsclingingtothehighstonewallsthatsurroundedhisestate.He

tightened the girdle of leather at hiswaist, tugged at his soft linen tunic, andcontinued at a slower pace until he had passed beneath a natural arcade ofcypressboughsandwasstandingbeforeanelevatedgranitetombthatwasfreeofallornamentation.

“Goodmorning,my beloved Lisha,” he half-whispered, reaching forward andsoftlycaressingawhiterosebudextendingfromasingletallbushthatguardedthevault‟sheavybronzedoor.Thenheretreatedtohisnearbybenchofcarvedmahoganyandsat staringat thecrypt thatcontained the remainsof the lovingwomanwhohadsharedhislife,hisstruggles,andhistriumphs.

Hafid felt the pressure of a hand on his shoulder and heard the familiar andhoarsevoiceofhislongtimebookkeeperandfaithfulcompanion,Erasmus,evenbeforeheopenedhiseyes.

“Forgiveme,master…”

“Goodmorning,oldfriend.”

Erasmussmiled,pointingupatthesunthatwasnowdirectlyabovetheirheads.

“Morninghasalreadydeparted,master.Goodafternoon.”

Hafidsighedandshookhishead.“Anotherperilofoldage.Oneneversleepsatnight, always arises before dawn, and then slumbers like a kitten through theentireday.Thereisnologictothat.None.”

Erasmusnoddedand foldedhis arms, expecting tohear another lectureon thesorrows of growing old. But thiswas not to be like every othermorning, forHafidhadsuddenlyleapedtohisfeetandracedtowardthetombinlongstridesuntilhishandwasonthestone.Thenheturnedandinastrongvoiceexclaimed,“Ihavebecomeasorryexcuseforahumanbeing!Tellme.

Erasmus,howlonghasitbeen,now,sinceIbeganthisselfishandisolatedlifedevotedonlytofeelingsorryformyself?”

Erasmus stared wide-eyed and then replied, “The great change in theecommencedwiththepassingofLishaandyoursuddendecisiontodisposeofallyouremporiumsandcaravans,followingherentombment.Fourteenyearshaveruntheircoursesinceyoudecidedtoturnyourbackontheworld.”

Hafid‟s eyes had become moist. “Precious ally and brother, how have youmanagedtotoleratemymiserablebehaviorforsolong?”

Theoldbookkeeperstareddownathishands.“Wehavebeentogetherforalmostforty years and my love for you is unconditional. I served you during yourgreatest moments of success and happiness and I serve you now, just aswillingly, even though I have agonized at the living death you seem to havewilledforyourself.YoucannotreturnLishatolifeandsoyouhavebeentryingtojoinherinthattomb.Rememberwhenyouinstructedme,manyyearsago,tosecurearedrosebushandplantitnexttothiswhiteone,afteryouweredeadandlaidtorestthere?”

“Yes,” replied Hafid, “and let us not forget my constant reminders that thispalaceandwarehousewouldbeyoursuponmydeath.Asmallrecompenseforyour countless years of loyalty and friendship and all that you have enduredfrommesincewelostLisha.”

Hafidreachedout,snappedthestemofthesolitarywhiterosebud,andcarrieditbacktothebenchwhereheplaceditcarefullyinhisoldfriend‟slap.“Self-pityisthemostterribleofdiseases,Erasmus,andIhavebeenafflictedfartoolong.Ihavefoolishlydivorcedmyselffromallhumanity,becauseofmygreatgrief,andmademyselfahermitinthatmausoleumwhereyouandIreside.Enough!Itistimeforchange!”

“Buttheyhavenotbeenwastedyears,master.ThygreatcharitablecontributionstotheunderprivilegedofDamascus…”

Hafid interrupted. “Money? What sacrifice was that for me? All people ofwealthsalve theirconsciencewithgiftsofgold for thepoor.The rich feedoffthesecontributionsasmuchasthehungryandtheymakecertainthattheworldismadeawareoftheirgreatgenerositywhich,tothem,isnomorethanahandfulofpennies.No,dearfriend,applaudnotmycharity.Instead,sympathizewithmyunwillingnesstosharemoreofmyself.…”

“And yet,” protested Erasmus, “thy seclusion accomplished some good, sire.Have ye not filled thy librarywith theworks of theworld‟s greatminds anddevotedcountlesshourstothestudyoftheirideasandprinciples?”

Hafidnodded.“IhavemadeeveryattempttooccupythelongdaysandnightsbygivingmyselftheeducationIneverreceivedasayouthandtheefforthasopened

myeyestoaworldofwonderandpromisethatIhadlittletimetoappreciateinmypursuitaftergoldandsuccess.Still,Ihaveprolongedmygrieffartoolong.This world has providedmewith everything aman could desire. It is time Ibegan to repay my debt by doing all I can to help make a better life for allmankind. I am not yet ready for my final resting place and the red rose Iinstructed that youplant here, uponmydeath, next to thiswhiteone thatwasLisha‟sfavorite,mustwait.”

TearsofjoywerenowflowingdownthewrinkledcheeksofErasmusasHafidcontinued.

“LivywaswritinghishistoryofRomewhenhewasseventy-fiveandTiberiusruledtheempireuntilalmosteighty.ComparedtothemIamonlyachild…ahealthy child of sixty! My lungs are clear, my flesh is firm, my vision isexcellent, my heart is strong, and my mind is as alert as it was at twenty. IbelieveIampreparedforasecondlife…!”

“This is such a great miracle!” Erasmus cried, looking toward the heavens.“After years of silent anguish and grief over thy condition, my prayers havefinallybeenanswered.Tellme,sire,whathascausedthissurpriseresurrectionofthemanwhowassolovedandrespectedbytheworld?”

Hafidsmiled.

Documents

The Greatest Salesman in the World - PDFDrive