The Greatest Salesman in the World

  I will persist until I succeed.

  I was not delivered into this world into defeat, nor does failure course in my veins. I am not a sheep waiting to be prodded by my shepherd. I am a lion and I refuse to talk, to walk, to sleep with the sheep.

  The slaughterhouse of failure is not my destiny.

  I will persist until I succeed.

  From the ancient scroll marked III

  in

  THE GREATEST SALESMAN IN THE WORLD

  This edition contains the complete text of the original hardcover edition.

  NOT ONE WORD HAS BEEN OMITTED.

  THE GREATEST SALESMAN IN THE WORLD

  A Bantam Book / published by arrangement with Frederick Fell, Inc.

  PUBLISHING HISTORY

  Frederick Fell edition published January 1968

  Bantam edition published March 1974

  Bantam trade edition / February 1985

  All rights reserved.

  Copyright © 1968 by Og Mandino.

  No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the publisher. For information address: Frederick Fell Publishers, Inc., 2131 Hollywood Blvd., Suite 204, Hollywood, FL 33020.

  eISBN: 978-0-307-78090-4

  Bantam Books are published by Bantam Books, a division of Bantam Doubleday Dell Publishing Group, Inc. Its trademark, consisting of the words “Bantam Books” and the portrayal of a rooster, is Registered in U.S. Patent and Trademark Office and in other countries. Marca Registrada. Bantam Books, New York, New York.

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  Contents

  Cover

  Title Page

  Copyright

  Appreciations

  Chapter One

  Chapter Two

  Chapter Three

  Chapter Four

  Chapter Five

  Chapter Six

  Chapter Seven

  Chapter Eight

  Chapter Nine

  Chapter Ten

  Chapter Eleven

  Chapter Twelve

  Chapter Thirteen

  Chapter Fourteen

  Chapter Fifteen

  Chapter Sixteen

  Chapter Seventeen

  Chapter Eighteen

  Dedication

  Other Books by This Author

  About the Author

  Preview of The Greatest Salesman in the World Part II

  Appreciations

  “THE GREATEST SALESMAN IN THE WORLD is one of the most inspiring, uplifting, and motivating books I have ever read. I can well understand why it has had such a splendid acceptance.”

  Norman Vincent Peale

  “At last! A book on sales and salesmanship that can be read and enjoyed by veteran and recruit alike! I have just completed THE GREATEST SALESMAN IN THE WORLD for the second time—it was too good for just one reading—and in all sincerity, I say that it is the most readable, most constructive and most useful instrument for the teaching of sales as a profession that I have ever read.”

  F. W. Errigo, Manager

  U.S. Sales Training

  Parke, Davis & Company

  “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in THE GREATEST SALESMAN IN THE WORLD. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”

  Paul J. Meyer, President

  Success Motivation Institute. Inc.

  “Every sales manager should read THE GREATEST SALESMAN IN THE WORLD. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hour and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”

  Lester J. Bradshaw, Jr.

  Former Dean, Dale Carnegie Institute

  of Effective Speaking & Human Relations

  “I was overwhelmed by THE GREATEST SALESMAN IN THE WORLD. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”

  Robert B. Hensley

  President. Life Insurance Co. of Kentucky

  “Og Mandino provocatively prods your attention into fascination as he masterfully relates his story. THE GREATEST SALESMAN IN THE WORLD is a book with emotional appeal for millions.”

  Roy Garn, Executive Director

  Emotional Appeal Institute

  “There are very few men who have the writing talent with which Og Mandino has been blessed. The thoughts contained in this book symbolize the importance of selling to the entire world’s existence.”

  Sol Polk, President

  Polk Bros., Inc.

  “I have just finished the uninterrupted reading of THE GREATEST SALESMAN IN THE WORLD. The plot is original and ingenious. The style is interesting and fascinating. The message is moving and inspiring.

  “Every one of us is a salesman, no matter what his occupation or profession. Most of all, first he must sell himself to himself in order to find personal happiness and peace of mind. This book, if carefully read, absorbed and heeded, can help every one of us to be his best salesman.”

  Dr. Louis Binstock

  Rabbi, Temple Sholom, Chicago

  “I like the story … I like the style … I like the book. Every salesman and members of his family should read it.”

  W. Clement Stone, President

  Combined Insurance Co. of America

  “In my opinion, THE GREATEST SALESMAN IN THE WORLD by Og Mandino will become a classic. I have published hundreds of books over the years but Og Mandino’s powerful message found a place in my innermost being. I am proud to be the publisher of this book.”

  Frederick V. Fell

  Chapter

  One

  Hafid lingered before the bronze mirror and studied his reflected image in the polished metal.

  “Only the eyes have retained their youth,” he murmured as he turned away and moved slowly across the spacious marble floor. He passed between black onyx columns rising to support ceilings burnished with silver and gold and his aging legs carried him past tables carved from cyprus and ivory.

  Tortoise shell gleamed from couches and divans and the walls, inlaid with gems, shimmered with brocades of the most painstaking design. Huge palms grew placidly in bronze vessels framing a fountain of alabaster nymphs while flower boxes, encrusted with gems, competed with their contents for attention. No visitor to Hafid’s palace could doubt that he was, indeed, a person of great wealth.

  The old man passed through an enclosed garden and entered his warehouse which extended beyond the mansion for five hundred paces. Erasmus, his chief bookkeeper, waited uncertainly just beyond the entryway.

  “Greetings, sire.”

  Hafid nodded and continued on in silence. Erasmus followed, his face unable to disguise concern at the master’s unusual request for a meeting in this
place. Near the loading platforms Hafid paused to watch goods being removed from baggage wagons and counted into separate stalls.

  There were wools, fine linens, parchment, honey, carpets, and oil from Asia Minor; glass, figs, nuts, and balsam from his own country; textiles and drugs from Palmyra; ginger, cinnamon, and precious stones from Arabia; corn, paper, granite, alabaster, and basalt from Egypt; tapestries from Babylon; paintings from Rome; and statues from Greece. The smell of balsam was heavy in the air and Hafid’s sensitive old nose detected the presence of sweet plums, apples, cheese, and ginger.

  Finally he turned to Erasmus. “Old friend, how much wealth is there now accumulated in our treasury?”

  Erasmus paled, “Everything, master?”

  “Everything.”

  “I have not studied the numbers recently but I would estimate there is in excess of seven million gold talents.”

  “And were all the goods in all my warehouses and emporiums converted into gold, how much would they bring?”

  “Our inventory is not yet complete for this season, sire, but I would calculate a minimum of another three million talents.”

  Hafid nodded, “Purchase no more goods. Institute immediately whatever plans are required to sell everything that is mine and convert all of it to gold.”

  The bookkeeper’s mouth opened but no sound came forth. He fell back as if struck and when finally he could speak, the words came with effort.

  “I do not understand, sire. This has been our most profitable year. Every emporium reports an increase in sales over the previous season. Even the Roman legions are now our customers for did you not sell the Procurator in Jerusalem two hundred Arabian stallions within the fortnight? Forgive my boldness for seldom have I questioned your orders but this command I cannot comprehend.…”

  Hafid smiled and gently grasped Erasmus’ hand.

  “My trusted comrade, is your memory of sufficient strength to recall the first command you received from me when you entered my employ many years ago?”

  Erasmus frowned momentarily and then his face brightened. “I was enjoined by you to remove, each year, half the profit from our treasury and dispense it to the poor.”

  “Did you not, at that time, consider me a foolish man of business?”

  “I had great forebodings, sire.”

  Hafid nodded and spread his arms toward the loading platforms. “Will you now admit that your concern was without ground?”

  “Yes, sire.”

  “Then let me encourage you to maintain faith in this decision until I explain my plans. I am now an old man and my needs are simple. Since my beloved Lisha has been taken from me, after so many years of happiness, it is my desire to distribute all of my wealth among the poor of this city. I shall keep only enough to complete my life without discomfort. Besides disposing of our inventory, I wish you to prepare the necessary documents which will transfer the ownership of every emporium to him who now manages each for me. I also wish you to distribute five thousand gold talents to these managers as a reward for their years of loyalty and so that they may restock their shelves in any manner that they desire.”

  Erasmus began to speak but Hafid’s raised hand silenced him. “Does this assignment seem unpleasant to you?”

  The bookkeeper shook his head and attempted to smile. “No, sire, it is only that I cannot understand your reasoning. Your words are those of a man whose days are numbered.”

  “It is your character, Erasmus, that your concern should be for me instead of yourself. Have ye no thoughts for your own future when our trade empire is disbanded?”

  “We have been comrades together for many years. How can I, now, think only of myself?”

  Hafid embraced his old friend and replied, “It is not necessary. I ask that you immediately transfer fifty thousand gold talents to your name and I beg that you remain with me until a promise I made long ago is fulfilled. When that promise is kept I will then bequeath this palace and warehouse to you for I will then be ready to rejoin Lisha.”

  The old bookkeeper stared at his master unable to comprehend the words heard. “Fifty thousand gold talents, the palace, the warehouse … I am not deserving.…”

  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 unending loyalty. You have mastered the art of living not for yourself alone, but for others, and this concern has stamped thee above all, as a man among men. Now I urge you to hasten with the consummation of my plans. Time is the most precious commodity I possess and the hour glass of my life is nearly filled.”

  Erasmus turned his face to hide his tears. His voice broke as he asked, “And what of your promise, yet to keep? Although we have been as brothers never have I heard you talk of such a matter.”

  Hafid folded his arms and smiled. “I will meet with you again when you have discharged my commands of this morning. Then I will disclose a secret which I have shared with no one, except my beloved wife, for over thirty years.”

  Chapter

  Two

  And so it came to pass that a heavily guarded caravan soon departed from Damascus carrying certificates of ownership and gold for those who managed each of Hafid’s trade emporiums. From Obed in Joppa to Reuel at Petra, each of the ten managers received word of Hafid’s retirement and gift in stunned silence. Eventually, after making its last stop at the emporium in Antipatris, the caravan’s mission was complete.

  The most powerful trade empire of its time was no more.

  His heart heavy with sadness, Erasmus sent word to his master that the warehouse was now empty and the emporiums no longer bore the proud banner of Hafid. The messenger returned with a request that Erasmus meet with his master by the fountain in the peristyle, immediately.

  Hafid studied his friend’s face and asked, “Is it done?”

  “It is done.”

  “Grieve not, kind friend, and follow me.”

  Only the sound of their sandals echoed in the giant chamber as Hafid led Erasmus toward the marble stairway at the rear. His steps momentarily slowed as he neared a solitary murrhine vase on a tall stand of citrus wood and he watched as the sunlight changed the glass from white to purple. His old face smiled.

  Then the two old friends began to climb the inner steps that led to the room inside the palace dome. Erasmus took notice that the armed guard, always present at the foot of the steps, no longer was there. Finally they reached a landing and paused since both were without breath from the exertion of the climb. Then they continued on to a second landing and Hafid removed a small key from his belt. He unlocked the heavy oak door and leaned against it until it creaked inwards. Erasmus hesitated until his master beckoned him inside and then he stepped timidly into the room to which no one had been allowed admission for over three decades.

  Grey and dusty light seeped down from turrets above and Erasmus gripped Hafid’s arm until his eyes became accustomed to the semi-darkness. With a faint smile, Hafid watched as Erasmus turned slowly in a room that was bare except for a small cedar chest spotlighted in a shaft of sunlight in one corner.

  “Are you not disappointed, Erasmus?”

  “I know not what to say, sire.”

  “Are you not disappointed in the furnishings? Certainly the contents of this room have been a conversation piece among many. Have you not wondered or concerned yourself with the mystery of what is contained here which I have guarded so zealously for so long?”

  Erasmus nodded, “It is true. There has been much talk and many rumors through the years as to what our master kept hidden here in the tower.”

  “Yes, my friend, and most of them I have heard. It has been said that barrels of diamonds were here, and gold ingots, or wild animals, or rare birds. Once a Persian rug merchant hinted that perhaps I maintained a small harem here. Lisha laughed at the thought of me with a collection of concubines. But, as you can observe, there is not
hing here except a small chest. Now, come forward.”

  The two men crouched beside the chest and Hafid carefully proceeded to unroll the leather strapping which encircled it. He inhaled deeply of the cedar fragrance from the wood and finally he pushed against the cover and it quietly sprung open. Erasmus leaned forward and stared over Hafid’s shoulder at the trunk’s contents. He looked at Hafid and shook his head in bewilderment. There was nothing inside the trunk but scrolls … leather scrolls.

  Hafid reached inside and gently removed one of the rolls. Momentarily he clasped it to his breast and closed his eyes. A quiet calmness settled over his face, brushing away the lines of age. Then he rose to his feet and pointed toward the chest.

  “Were this room filled to its beams with diamonds, its value could not surpass what your eyes behold in this simple wooden box. All the success, happiness, love, peace of mind, and wealth that I have enjoyed is directly traceable to what is contained in these few scrolls. My debt to them and to the wise one who entrusted them to my care can never be repaid.”

  Frightened by the tone in Hafid’s voice, Erasmus stepped back and asked, “Is this the secret to which you have referred? Is this chest connected in some way with the promise you have yet to keep?”

  “The answer is ‘yes’ to both of your questions.”

  Erasmus passed his hand across his perspiring forehead and looked at Hafid with disbelief. “What is written on these scrolls that places their value beyond that of diamonds?”

  “All but one of these scrolls contain a principle, a law, or a fundamental truth written in a unique style to help the reader understand its meaning. To become a master in the art of sales one must learn and practice the secret of each scroll. When one masters these principles one has the power to accumulate all the wealth he desires.”

  Erasmus stared at the old scrolls with dismay. “As wealthy even, as you?”

  “Far wealthier, if he chooses.”