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.
*Given the second award of $10.00 for the month of February.
What do you know about the MAZDA lamp industry?
—What is the basis of your “quality talk” as regards lamps?
—Why should a man buy your lamps in preference to the other fellow’s?
Mr. Dowling here settles those questions so far as he is concerned, and he has a pretty high batting average in being right.
His last two sentences should be written on each salesman’s cuff.
*Given the first award of $15.00 for the month of February.
A gasoline installation usually unsells itself if given time.
Mr. Halls tells how he hastened the process of unselling by acting more like the Good Samaritan than like Nero. It got him a contract and a front seat in HOW-I-DID-IT.
For the benefit of those who are unable to read the above, Hashimura Togo tells the story in his own near English.
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