HOW-I-DID-IT will have to change its subtitle: “Short Stories of Lamp Sales told by Salesmen to Salesmen” because here is a story by a salesLADY to salesMEN.
Watch your laurels, men, and don’t say “it can’t be done” in Miss Walker’s hearing.
The man who put an ocean liner’s whistle on his little steam launch and exhausted the boiler every time the whistle was blown, may have called his engine inefficient.
Mr. McGrail tells of an analogous case when the purchasing agent pronounced the lamps inefficient. Mr. McGrail’s engineering found the trouble, got the P.A.’s confidence and order, proving that a little knowledge is a mighty handy thing.
*Given the first award of $15.00 for the month of April.
We all have eyes to see—but not so many of us have minds to observe. There’s a difference—and Mr. Horn aptly tosses us an interesting example of how the latter helps sales when judiciously used.
It’s another means of tempering the frigidity experienced in the first several calls.
If you suspect that salesmanship is always a matter of mental denomination—read this story a couple of times.
M. Shelley proves that sometimes you need a little darkness in your heart in order to spread the light! We legally cannot condone these actions, but this tale shows that someone’s (dark) heart is in the right place! Wink, wink!
Verily the salesman’s role (not roll) is a heavy one. Mr. Parrish adds another change of make-up for the modern salesman.
By playing this character he jumped a $300.00 contract to $1200.00.
That proves the idea sound.
Nearly every town has its quota of lamps suspended on the old twisted lamp cord, faded green, which flies have turned to brown.
Mr. Moore tells his method of removing this eyesore and possible trouble-maker.
Offhand, the old cable ferry doesn’t give much promise of lamp sales, but by Mr. Edie’s method of wireless illumination this craft was provided with modern light.
The reason it was not done before is because nobody thought of it—and there are lots of other potential installations that haven’t yet been thought of.
*Given the second award of $10.00 for the month of March.
The policy of Mr. Statler (of Statler Hotels) in the case of a kick is to always assume that the customer is right. His employees are instructed that those who kick must have a reason and it is their business to unearth this reason.
Kicks are the most helpful things a business can have, if they are properly handled. Mr. Kann illustrates how absence of action on a kick works to disadvantage whereas a vigorous follow-up can be made to yield real benefit.
*Given the first award of $15.00 for the month of March.
This lamp selling idea given us by Mr. Watt is original enough to deserve honorable mention, blue ribbon, and all the rest that goes with a popular winner.
It is one of those go-thou-and-do-likewise stunts that any man can put into practice — profitably.
Does Mr. Watt get first award for this? Oh, my, yes!
The man who says “It can’t be done” is usually interrupted by somebody who does it.
Mr. Killian tells how he interrupted one of those inspiring men to the tune of “Old 300” and ends up his story with a refrain to that tune.
There’s often the tendency to “go over the little fellow’s head” in selling.
Mr. Kettle points out how, as a general rule, this is wrong—and he’s right-again.
The salesman who has Mr. Kettle’s views on buying influence and buying power knows the value of the big work the interested “little fellow” can perform. Get him on your selling force.
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