,illu/ration3 ,orison ,s4 ,m>d5 ,,sell+ ,,?+s ,,by ,,orison ,,swett ,,m>d5 ,,au?or ,,( 8,,pu%+ ,,to ,,! ,,front10 8,,peace1 ,,p[] ,,& ,,pl5ty10 8,,! ,,victori\s ,,attitude10 ,,etc4 ,,) ,,! ,,assi/ance ,,( ,,joseph ,f4 ,,macgrail ,,in/ructor ,,9 ,,salesman%ip ,,& ,,effici5cy ,,= ,,_m ,,l>ge ,,sales ,,& ,,indu/rial ,,organizations ,illu/ration ,,new ,,york ,,?omas ,y4 ,,cr[ell ,,company ,,publi%]s ,,copyright1 #aiaf1 ,,by ,,?omas ,y4 ,,cr[ell ,,company ,?irte5? ,?\s& ,,to ,,my ,,fri5d ,,*>les ,m4 ,,s*wab ,,! ,,ma/] ,,executive1 ,,produc]1 ,,salesman4 ,,cont5ts ,,*apt] ,,page ,i ,,! ,,man ,,:o ,,c ,,sell ,,?+s #a ,,ii ,,tra9+ ,,! ,,salesman #f ,,iii ,,! ,,mo/ ,,important ,,subjects ,,( ,,/udy #ad ,,iv ,,mak+ ,a ,,favorable ,,impression #ai ,v ,,! ,,sell+ ,,talk ,,or 8,,pres5tation0 #bh ,,vi ,,! ,,approa* ,,& ,,expression #cc ,,vii ,,! ,,ability ,,to ,,talk ,,well #cg ,,viii ,,h[ ,,to ,,get ,,att5tion #db ,,ix ,,tact ,,z ,a ,,fri5d-,,w9n] ,,& ,,bus9ess-,,gett] #dg ,x ,,siz+ ,,up ,,! ,,prospect #fb ,,xi ,,h[ ,,sugge/ion ,,helps ,,9 ,,sell+ #ga ,,xii ,,! ,,=ce ,,( ,,*e]ful ,,expectancy #gi ,,xiii ,,! ,,g5tle ,,art ,,( ,,p]suasion #hf ,,xiv ,,help+ ,,! ,,cu/om] ,,to ,,buy #id ,,xv ,,clos+ ,,! ,,deal #aje ,,xvi ,,! ,,greate/ ,,salesman--,,en?usiasm #aab ,,xvii ,,! ,,man ,,at ,,! ,,o!r ,,end ,,( ,,! ,,b>ga9 #aai ,,xviii ,,meet+ ,,& ,,=e/all+ ,,objections #abe ,,xix ,,quality ,,z ,a ,,salesman #acc ,,xx ,a ,,salesman',s ,,clo!s #aci ,,xxi ,,f9d+ ,,cu/om]s #adh ,,xxii ,,:5 ,,y ,,are ,,disc\rag$ #aee ,,xxiii ,,! ,,/imulus ,,( ,,rebuffs #afc ,,xxiv ,,meet+ ,,competition3 8,,"k ,,y\r ,,goods0 #agg ,,xxv ,,! ,,salesman ,,& ,,! ,,sales ,,manag] #ahd ,,xxvi ,,are ,,y ,a ,,good ,,mix]8 #ahi ,,xxvii ,,"* ,,is ,,capital #bjg ,,xxviii ,,! ,,price ,,( ,,ma/]%ip #bac ,,xxix ,,keep+ ,,fit ,,& ,,salesman%ip #bbf ,,app5dix--,,sales ,,po9t]s #bej ,,sell+ ,,?+s ,,*apt] ,i ,,! ,,man ,,:o ,,c ,,sell ,,?+s ,cultivate all ! arts & all ! helps to ma/]%ip4 ,! _w always li/5s to a man ) a w 9 him4 ,soon aft] ,h5ry ,w>d ,bee*] w5t to ,plym\? ,*ur* he receiv$ a lett] f a ,we/]n p>i%1 ask+ him to s5d !m a new pa/or4 ,aft] describ+ ! sort ( man !y want$1 ! lett] clos$ ) ! foll[+ injunction3 8,,be ,,sure ,,to ,,s5d ,,u ,a ,,man ,,:o ,,c ,,swim4 ,our la/ pa/or 0 dr[n$ :ile =d+ ! riv]1 on a visit to 8 p>i%ion]s40 ,n[1 ?is is ! sort ( a man t is want$ ev]y:]e1 9 e l9e ( human activity1 ! man :o c swim1 ! salesman :o c swim1 :o c sell ?+s1 :o c g out & get bus9ess1 ! man :o c take a message to ,g>cia1 :o c br+ back ! ord]1 ! man :o c 8deliv] ! goods40 ,! :ole bus9ess _w to-day is hunt+ = ! man :o c sell ?+s2 !re is a sign up at e manufactur+ e/abli%m5t1 e produc+ e/abli%m5t = ! man :o c m>ket products4 ,!re is nobody 9 great] dem& ?an ! effici5t salesman1 & he is r>ely if ev] out ( a job4 ,only a %ort :ile ago two companies actually w5t to law ab\t a salesman :o transf]r$ 8 connection f "o to ! o!r1 8 orig9al employ]s hold+ t he _h no "r to d s1 z he 0 "u contract 7at a #ej1jjj sal>y7 to !m4 ,9 spite ( ! fact t ?\s&s ( employees are look+ = positions1 on e h& we see employ]s look+ = somebody :o c 8deliv] ! goods02 a salesman :o w n say t if conditions 7 "r1 if ev]y?+ 7 favorable1 if x 7 n = ! panic1 or "s o!r /umbl+ block1 he c\ld sell ! goods4 ,ev]y:]e employ]s are look+ = "s "o :o c d ?+s1 no matt] :at ! conditions may be4 ,!re is no place 9 salesman%ip = ! man :o waits = ord]s to come to him4 ,he is simply an ord] tak]1 n a salesman4 ,live m51 m5 ) vigor\s initiative & lots ( pluck & grit1 m5 :o c g out & get bus9ess are want$4 ,x %\ld n be necess>y to prove t tra9+ is ne$$ = success 9 salesman%ip or 9 any bus9ess4 ,yet1 because m5 h be5 compell$ = c5turies 8to le>n by _! mi/akes10 to pick up "h & !re1 by h>d knocks1 a little k ab\t _! "w1 !re has be5 a prejudice aga9/ try+ to tea* bus9ess by sane1 sci5tific me?ods4 ,besides1 9 =m] times1 ! work+ man & ! m]e m]*ant 7 suppos$ to belong to a l[ class ( society1 ap>t f ! noble & ! le>n$1 & little att5tion 0 giv5 to _! ne$s4 ,a man1 too1 0 believ$ to be born ) a natural aptitude = salesman%ip or bus9ess build+1 & ?is 0 suppos$ to be all-suffici5t4 ,to-day !re are _m m5 & wom5 attract$ by ! big pr(its 9 salesman%ip1 :o w\ld l to become salesm5 & saleswom51 b !y feel !y h n ?is natural aptitude to insure p]man5t success4 ,x is true t1 j z c]ta9 m5 & wom5 are born ) natural gifts = music & = art1 s c]ta9 m5 & wom5 h1 9 a high degree1 ! natural qualities :i* enable !m to succe$ 9 sell+ ei!r _! bra9 p[] or m]*&ise4 ,b :ile x is true t "s p h m natural capacity ?an o!rs1 x is n true to-day1 & x 0 nev] true 9 ! f9e arts1 9 a?letics1 or 9 comm]cial pursuits1 t ! untra9$ man is ! equal ( ! tra9$ man4 ,man is always improv+ ,nature1 or1 if y pref]1 he is always help+ ,nature4 ,c5tral ,p>k1 ,new ,york1 is m beautiful because ! l&scape g>d5] has be5 help+ ,nature2 ! f>m] is ! reap] ( bigg] & bett] crops because he is foll[+ ! advice ( ! *emi/1 :o tells him h[ to f]tilize ! soil2 ! ,delaw>e ,riv] & ,hell ,gate h become m easily navigable1 because ! eng9e] has remov$ ob/acles :i* ,nature _h plac$ 9 ^? wat]s2 ,colorado's arid l&s are irrigat$1 ?anks to ! skill ( ! civil eng9e]2 ! horticulturi/ aids ,nature by graft+ & prun+2 ! sci5ti/ comes to ! help ( human nature ) antiseptic me?ods 9 surg]y2 & ! inv5tor %[s ,nature h[ electricity c be put to numb]less practical uses4 ,let u n fool ourselves2 we ne$ to /udy1 we ne$ to be tra9$ = e bus9ess 9 life4 ,& 9 ^! days ! tra9+ by :i* natural defects are ov]come & natural aptitude is develop$ into effective ability c be obta9$ by e y\?4 ,no matt] h[ great y\r natural ability 9 any direction1 9 ord] to get ! be/ results1 x mu/ be ren=c$ by ?is special tra9+4 ,! untra9$ man may get results "h & !re because he has natural ability & unconsci\sly uses ! "r me?ods4 ,! tra9$ man is gett+ results regul>ly because he is consi/5tly us+ ! "r me?ods4 ,bus9ess m5 no long] attribute a lo/ sale1 :]e x %\ld h be5 made1 to 8h>d luck10 b to ignorance ( ! sci5ce ( salesman%ip4 ,! 8born0 salesman is n z mu* 9 vogue z =m]ly4 ,bus9ess is becom+ a sci5ce1 & almo/ any hone/1 dead-9-e>ne/1 det]m9$ y\? c become an exp]t 9 x1 if he is will+ to pay ! price4 ,x is sci5tific salesman%ip to-day1 & n luck1 t gets ! ord]4 ,,*apt] ,,ii ,,tra9+ ,,! ,,salesman ,! consci\sness ( be+ sup]bly equipp$ = y\r "w br+s untold satisfaction4 ,effici5cy is ! wat*word ( to-day4 ,! half-prep>$ man1 ! man :o is ignorant1 ! man :o doesn't "k 8 l9es1 is plac$ at a trem5d\s disadvantage4 ,a /ud5t seek+ admission to ,ob]l9 ,college ask$ its fam\s presid5t if !re 0 n "s way ( tak+ a sort ( homeopa?ic college c\rse1 "s %ort-cut by :i* he c\ld get all ! ess5tials 9 a few mon?s4 ,?is 0 ! presid5t's reply3 8,:5 ! ,creator want$ a squa%1 he creat$ x 9 six mon?s1 b :5 he want$ an oak1 he took a hundr$ ye>s40 ,"o ( ! highe/-paid wom5 work]s 9 ! _w1 ! =eign buy] = a big dep>tm5t /ore1 owes h] position m to ?or\gh tra9+ = h] "w ?an to any o!r ?+4 ,betwe5 sal>y & commissions1 h] income am\nts to ?irty ?\s& doll>s a ye>4 ,speak+ ( h] place 9 ! firm1 "o ( its highe/ memb]s said to a writ]3 8,we reg>d ,miss ,blank z m ( a fri5d ?an an employee2 & %e came to u j tw5ty ye>s ago ) h] hair 9 pig-tails1 ti$ ) a %oe /r+2 & %e 0 s ill f$ & ill clo!d we _h to pass h] ov] to our h\se nurse to get h] currycomb$ & scrubb$ be=e we c\ld put h] on z a ca% girl4 ,)\t tra9+1 %e w\ld probably h dropp$ back 9 ! gutt] z an unfit & a failure4 ,) tra9+1 %e has become "o ( ! able/ bus9ess wom5 9 ! c\ntry40 ,!re are a ?\s& pigmy salesm5 to "o ,napoleon salesman2 b if y h natural ability = ! m>ket+ ( any ( ! great products ( ! _w1 all y ne$ to make y a ,napoleon salesman is s\nd tra9+ & will+ness to "w fai?fully4 ,) su* a f\ndation = success y w n long be out ( a job1 or rema9 9 obscurity1 = :]ev] y g1 no matt] h[ h>d ! times1 y w see an adv]tisem5t = j su* a man4 ,! t]m 8salesman%ip0 is a v broad "o2 x cov]s _m fields4 ,! drumm] = a boot & %oe h\se1 ! insurance ag5t & manag]1 ! bank] & brok]1 ^: bus9ess is to dispose ( millions ( doll>s' wor? ( /ocks & bonds--all ^! are 8salesm510 traffick+ 9 "o k9d ( goods or ano!r--all =m a "p ( ! _w's great sy/em ( organiz$ b>t]4 ,!re are ?ree ess5tials :i* mu/ be consid]$ 9 decid+ on salesman%ip or any o!r vocation1 namely3 ta/e1 tal5t1 & tra9+4 ,! fir/ is1 by f>1 ! mo/ important ( ^! ess5tials1 = :atev] we h a ta/e =1 we w be int]e/$ 92 :at we really become int]e/$ 91 we are b\nd to love1 soon] or lat]1 & success comes f lov+ our "w4 ,to f9d out :e!r or n y are cut out = a salesman1 y mu/ fir/ analyze ! "q ( y\r ta/e & y\r tal5t4 ,9 ?is matt]1 h[ev]1 x %\ld be borne 9 m9d t human nature1 especially 9 y\?1 is pla/ic1 & t we c be mold$ by o!rs1 or we c mold ourselves4 ,ev5 ?\gh "o has n a /rong ta/e1 naturally1 or a decid$ tal5t = salesman%ip1 he c acquire bo?1 = ev5 tal5t1 l ta/e1 may be ei!r natural or acquir$4 ,by prop] tra9+ 9 salesman%ip1 :i* means ! "r k9d ( read+1 obs]v+ & li/5+1 & "r practic+1 we c develop our ta/e & ability s z to become good salesm5 or good saleswom54 ,! basic requirem5ts = successful salesman%ip are good heal?1 a *e]ful disposition1 c\rtesy1 tact1 res\rcefulness1 facility ( expression1 hone/y1 a firm & un%akable confid5ce 9 "o's self1 a ?or\gh k (1 & confid5ce 91 ! goods :i* "o is sell+1 & ability to close4 ,true cordiality ( mann] mu/ be ren=c$ by intellig5ce & by a ready comm& ( in=mation 9 reg>d to ! matt]s 9 h&4 ,x w be se5 t all ^! ?+s make ! man z well z ! salesman--:5 c\pl$ ) s9c]ity & highm9d$ness1 !y c't b br+ success 9 any c>e]4 ,! f\ndation = salesman%ip c h>dly be laid too e>ly4 ,! y\? :o uses 8 sp>e "t :5 at s*ool1 9 vacation season1 & out ( bus9ess h\rs1 9 acquir+ ! art ( salesman%ip w ga9 p[] to climb up 9 ! _w t _c be obta9$ s readily by any o!r means4 ,=tunate is ! "y man :o has receiv$ ! "r k9d ( bus9ess tra9+4 ,no matt] :at 8 occupation or pr(ession1 su* tra9+ w make him a m effici5t work]4 ,_m y\?s h _h fa!rs ^: exp]i5ce & advice h be5 valuable to !m4 ,o!rs h be5 favor$ by gett+ into firms ( high calib]4 ,z a result !y h be5 9 a spl5did environm5t dur+ _! mo/ =mative ye>s1 & 9 s f> h _h an ine/imable advantage 9 success tra9+4 ,_m p h ! impression t almo/ anybody c be a salesman1 & t salesman%ip doesn't require mu*1 if any1 special tra9+4 ,! "y man :o />ts out to sell ?+s on ?is supposition w soon f9d out 8 mi/ake4 ,if salesman%ip is to be y\r vocation y _c af=d to take any su* sup]ficial view ( its requirem5ts4 ,y _c af=d to bot* y\r life4 ,y _c af=d a little1 picayune c>e] z a salesman1 ) a little sal>y & no outlook4 ,if salesman%ip is wor? giv+ y\r life to1 x is wor? v s]i\s & v pr(\nd & sci5tific prep>ation & tra9+4 ,i "k a physician1 a spl5did fell[1 :o /udi$ m$ic9e 9 a small1 c\ntry m$ical s*ool1 :]e !re 0 v little mat]ial1 & practically no opportunity = hospital "w4 ,9 fact1 dur+ 8 ye>s ( prep>ation 8 exp]i5ce outside ( m$ical books 0 v meag]4 ,s9ce gett+ 8 ,m4 ,d4 diploma ?is man has be5 a v h>d work] & has manag$ to get a fair liv+1 b he is mu* h&icapp$ 9 8 *ance to make a "n 9 8 pr(ession4 ,he has a f9e m9d1 h[ev]1 & if he _h gone to ! ,h>v>d ,m$ical ,s*ool 9 ,bo/on1 or to "o ( ! o!r great m$ical s*ools :]e !re is an abundance ( mat]ial = obs]vation & facilities = practice 9 ! hospitals & cl9ics1 he w\ld h le>n$ m 9 six mon?s1 outside ( :at he ga!r$ f books & lectures1 ?an he le>n$ 9 all ( 8 c\rse 9 ! c\ntry m$ical s*ools4 ,8 poor tra9+ has condemn$ him to a m$iocre success1 :5 8 natural ability1 ) a ?or\gh prep>ation1 w\ld h made him a not$ physician4 ,y _c af=d to c>ry on y\r life "w z an amateur1 ) improp] prep>ation4 ,y want to be kn[n z an exp]t1 z a man ( /&+1 a man :o w\ld be look$ up to z an au?ority1 a speciali/ 9 8 l9e4 ,to ent] on y\r life "w indiff]5tly prep>$1 half tra9$1 w\ld be l a man go+ into bus9ess )\t ev5 a common s*ool education1 kn[+ no?+ ab\t figures4 ,no matt] h[ naturally able su* a man might be1 p w\ld take advantage ( 8 ignorance4 ,he w\ld be at ! m]cy ( 8 bookkeep] & o!r employees1 & ( unscrupul\s bus9ess m54 ,& if he %\ld try to make up = 8 lack ( e>ly tra9+ or education1 he mu/ d x at a great co/ 9 "t & en]gy4 ,successful salesman%ip ( ! highe/ ord] requires n only a f9e special tra9+1 b also a good education & a ke5 insight into human nature2 x also requires res\rcefulness1 inv5tiv5ess & orig9ality4 ,9 fact1 a salesman :o w\ld become a giant 9 8 l9e1 mu/ comb9e ) ! art ( salesman%ip a numb] ( ! highe/ intellectual qualities4 ,yet 9 salesman%ip1 z 9 e o!r vocation1 !re is n "o qualification ne$$ t c n be cultivat$ by any y\? ( av]age ability & intellig5ce4 ,success 9 x1 z 9 e o!r bus9ess & pr(ession1 is m]ely ! triumph ( ! common virtues & ord9>y ability4 ,9 salesman%ip1 z 9 w>1 !re is (f5sive & def5sive4 ,! tra9$ salesman kn[s h[ to attack1 & he kn[s h[ to def5d himself :5 he is attack$4 ,ev]y?+ conta9$ )9 ! cov]s ( ?is book has = its object ! mo/ effective (f5sive & def5sive me?ods 9 sell+4 ,,*apt] ,,iii ,,! ,,mo/ ,,important ,,subjects ,,( ,,/udy 8,salesman%ip is kn[+ y\rself1 y\r company1 y\r prospect & y\r product1 & apply+ y\r k40 ,! qualities :i* make a great bus9ess man also ent] into ! mak+ ( a great salesman4 ,salesman%ip is fa/ becom+ a pr(ession1 & only ! salesman :o is sup]bly equipp$ c hope to w9 out 9 any l>ge way4 ,diff]5t au?orities agree pretty mu* on ! subjects :i* mu/ be /udi$ or und]/ood 9 ! mak+ ( good salesm51 al?\gh !y classify 9 some:at diff]5t ways ! head+s "u :i* salesman%ip %\ld be /udi$4 ,mr4 ,ar?ur ,f4 ,%eldon1 = in/ance1 9 8 able ,c\rse1 has divid$ ! k p]ta9+ to sci5tific salesman%ip "u f\r heads3 #a1 ,! ,salesman2 #b1 ,! ,goods2 #c1 ,! ,cu/om]2 #d1 ,! ,sale4 ,! 8,drygoods ,economi/0 has "s excell5t c\rses on salesman%ip1 9 :i* !y use almo/ ?is id5tical classification1 treat+ ! subject "u ! f\r g5]al divisions3 #a1 ,! ,salesman2 #b1 ,! ,goods2 #c1 ,! ,cu/om]2 #d1 ,s]vice4 ,mr4 ,*>les ,l4 ,huff has add$ to ! valuable data on salesman%ip a book 9 :i* he gives ! foll[+ five factors z ! head+s "u :i* ! subject ( salesman%ip %\ld be cov]$1 namely3 #a1 ,price2 #b1 ,quality2 #c1 ,s]vice2 #d1 ,fri5d%ip2 #e1 ,pres5tation4 ,e salesman is really tea*+ ! cu/om] some?+ ab\t ! goods4 ,he is1 s to speak1 a tea*] ( values1 or if y pref]1 8a bus9ess mission>y40 ,9 ord] to tea* well he %\ld h ^! mo/ valuable assets3 fir/1 "r me?ods ( meet+ cu/om]2 second1 ?or\gh k ( self1 ( goods1 ( cu/om] & conditions2 ?ird1 ability to meet competition1 bo? real & imag9>y2 f\r?1 helpful habits2 fif?1 good p[]s ( orig9at+ & plann+2 six?1 a sell+ talk1 or some?+ wor? :ile say+2 sev5?1 prop]ly develop$ feel+s1 :i* w add =ce to :at he says4 ,9 a brief & helpful c\rse on salesman%ip 8,sy/em10 a bus9ess magaz9e1 gives great emphasis to ! value ( dwell+ on five buy+ motives--#a1 ,money2 #b1 ,utility2 #c1 ,caution2 #d1 ,pride2 #e1 ,self-indulg5ce1 or ,yield+ to ,weakness4 ,if a salesman w keep be=e 8 m9d ^! five po9ts1 & if he appeals to ! human traits !y indicate he w become a ma/] 9 clos+ deals4 ,a great _m me?ods are us$ to-day = rat+ employees1 j z ,dun & ,brad/reet rate firms4 ,accord+ to ,rog] ,w4 ,babson1 !re is a ,mr4 ,horn]1 ( ,m9neapolis1 :o rates 8 salesm5 & tra9s !m along ^! l9es3 ,,habits ,,( ,,"w #a4 ,idealism a4 ,und]/&+ ( bus9ess #b4 ,intellig5ce b4 ,select+ ,policy to suit age & condition ( applicant c4 ,self-culture4 #c4 ,hopefulness #d4 ,optimism a4 ,to cli5ts #e4 ,uni=m c\rtesy b4 ,to (fice =ce c4 ,to fell[ ag5ts #f4 ,numb] ( daily int]views #g4 ,conc5tration or effectiv5ess ( "w1 z to wa/e ( "t or en]gy4 a4 ,to company #h4 ,loyalty b4 ,to organization c4 ,to fell[ ag5ts #i4 ,att5tion to old policy hold]s #aj4 ,en?usiasm4 ,a f9al & v vital po9t to consid] is ?is3 ,:y d salesm5 meet opposition8 ,mr4 ,huff1 9 8 v practical & int]e/+ book on salesman%ip1 has classifi$ "u six g5]al heads ! causes ( opposition4 ,^! are3 ,fir/1 ,prior ,dissatisfaction2 ,second1 ,g5]al ,prejudice2 ,?ird1 ,buy]'s ,mood2 ,f\r?1 ,cons]vatism2 ,fif?1 ,bad ,bus9ess2 ,six?1 ,p]sonal ,dislike = ,salesman4 ,x is up to ! salesman to analyze ! cu/om] & decide j :i* ( ^! six po9ts ( opposition is caus+ him to lose bus9ess4 ,j 9 ! degree t he c locate ! exact tr\ble1 & !n ov]come x 9 ! prop] way1 w he be able to get ! bus9ess :i* may seem at fir/ absolutely beyond him4 ,any or all ( ^! six causes ( opposition w n ov]:elm ! ma/] salesman1 b ! m$iocre or indiff]5t salesman is b\nd to collapse :5 confront$ ) any "o ( !m4 ,& if he does n tra9 himself to meet & ov]come opposition he is doom$ to failure1 or at lea/ to a v poor grade ( success--n wor?y ! "n4 ,rememb]1 ,mr4 ,salesman1 x is always up to y4 ,develop y\r bra9 p[]1 & !n use t p[] = all x is wor?4 ,,*apt] ,,iv ,,mak+ ,a ,,favorable ,,impression ,g boldly2 g s]5ely1 g augu/ly2 ,:o c )/& !e !n6--,,br[n+4 ,! p]sonality ( a salesman is 8 greate/ asset4 ,a ,wa%+ton gov]nm5t (ficial call$ on me "s "t ago1 & be=e he _h rea*$ my desk ,i knew he 0 a man ( importance1 on an important mission4 ,he _h t assur$ be>+ :i* indicat$ t he 0 back$ by au?ority--9 ?is in/ance ! au?ority ( ! ,unit$ ,/ates--& ! dignity ( 8 be>+ & mann] comm&$ my in/ant respect & att5tion4 ,! impression y make z y ent] a prospect's (fice w greatly influ5ce ! mann] ( y\r reception4 ,x is imp]ative to make a favorable fir/ impression1 o!rwise y w h to sp5d mu* valuable "t & en]gy & suff] a great deal ( emb>rassm5t 9 try+ to "r y\rself 9 y\r prospect's e/imation1 because he w n d bus9ess ) y until y h made a favorable impression on him4 ,"s salesm5 approa* _! prospect ) su* an apologetic1 cr++1 8excuse me = tak+ up y\r valuable "t0 air1 t !y give him ! idea !y are n on a v important mission1 & t !y are n sure ( !mselves1 t !y h n mu* confid5ce 9 ! firm !y repres5t or ! m]*&ise !y are try+ to sell4 ,approa* ! "o ) :om y expect to d bus9ess l a man1 )\t any d\bts1 )\t any e>m>ks ( a cr++1 crawl+ or crav5 disposition4 ,ent] 8 (fice z ! ,wa%+ton (ficial ent]$ m9e1 l a high-class man meet+ a high-class man4 ,y w compel att5tion & respect in/antly1 z he did4 ,y\r introduction is an ent]+ w$ge1 y\r fir/ *ance to score a po9t4 ,if y pres5t a pleas+ picture z y ent] y w score a /rong po9t4 ,"h is :]e y mu/ *oose ! gold5 mean betwe5 cr++ & ov]-boldness4 ,if y approa* a man ) y\r hat on1 & a cig> or cig>ette 9 y\r m\?1 or /ill smok+ 9 y\r f+]s2 if y\r brea? smells ( liquor2 if y %[ t y are n up to physical /&>d2 if !re is any evid5ce ( dissipation 9 y\r appe>ance2 if y swagg] or %[ any lack ( respect1 all ^! ?+s w c\nt aga9/ y4 ,if y pres5t an unpleas+ picture1 if !re is any?+ ab\t y :i* y\r prospect does n l2 if y blu/]1 or if y lack dignity2 if y d n look him /raight 9 ! eye2 if !re is any evid5ce ( d\bt or fe> or lack ( confid5ce 9 y\rself1 y w at once ar\se a prejudice 9 8 m9d t w cause him to d\bt ! /ory y tell & to look ) suspicion at ! goods y are try+ to sell4 ,a salesman once ent]$ a bus9ess man's (fice hold+ a too?-pick 9 8 m\?4 ,y may ?9k x 0 a little ?+1 b x s prejudic$ ! w\ld-be cu/om] aga9/ him at ! />t t x made x mu* m difficult = him ev5 to get a *ance to %[ 8 samples4 ,! bus9ess man 9 "q 0 v p>ticul> 9 reg>d to little po9ts ( mann]s1 & 0 himself a model ( deportm5t4 ,i "k ( ano!r salesman :o makes a mo/ un=tunate fir/ impression because he has no pres5ce :atev]1 n a p>ticle ( dignity2 he is timid & morbidly self-consci\s1 & x takes him "s m9utes aft] he has met a /rang] to rega9 8 self-possession4 ,to ^? :o "k him he is a k9dly & g5u9ely lovable man1 b he does n appe> to advantage at a fir/ introduction4 ,he is a college graduate1 & 0 s popul> & /ood s high 9 8 class t he 0 propos$ to repres5t x at comm5cem5t4 ,he 0 defeat$1 h[ev]1 on ! plea t he w\ld make su* a bad impression on ! public t he w\ld n prop]ly repres5t ! class4 ,self-possession is an indisp5sable quality 9 a salesman4 ,x is natural to ! man :o has confid5ce 9 himself1 & )\t self-confid5ce x is h>d to make a dignifi$ appe>ance or to make o!rs believe 9 y4 ,:at y ?9k ( y\rself w h a great deal to d ) :at a prospect w ?9k ( y1 because y w radiate y\r e/imate ( y\rself4 ,if y h a little sev5-by-n9e model ( a man 9 y\r m9d y w et* t picture on ! m9d ( y\r prospect4 ,9 approa*+ a prospect1 walk1 talk & act n only l a man :o believes 9 himself1 b "o :o also believes 9 & ?or\ghly kn[s 8 bus9ess4 ,:5 a physician is call$ into a home 9 an em]g5cy1 no matt] h[ able a man may be at ! head ( ! h\se1 no matt] h[ well educat$ ! "m & *ildr5 may be1 ev]ybody /&s aside :5 he ent]s4 ,!y feel t ! doctor is ! ma/] ( ! situation1 t he alone kn[s :at to d1 & !y all def] to him4 ,ev]ybody foll[s 8 directions implicitly4 ,y %\ld approa* a possible cu/om] ) some?+ ( ?is pr(essional air1 an air ( supreme assurance1 ( confid5ce 9 y\r ability1 9 y\r hone/y & integrity1 confid5ce 9 y\r k ( y\r bus9ess4 ,y\r pr(essional dignity alone w help to make a good impression1 & w w9 c\rtesy4 ,x w insure y at lea/ a respectful he>+1 & !re is y\r *ance to play y\r "p 9 a ma/]ful mann]4 ,a publi%] :o has a l>ge numb] ( book ag5ts 9 ! field1 advises 8 m5 to act1 :5 ! s]vant answ]s ! door bell1 z ?\gh !y 7 expect$ & welcome4 ,he tells !m1 if x is ra9+ to take (f _! rubb]s1 if x is muddy or du/y to wipe (f _! %oes & act z ?\gh !y expect$ to g 94 ,! idea is to make a favorable impression ^u ! s]vant fir/ ( all1 = if !y 7 to behave z ?\gh !y 7 n sure !y w\ld be admitt$1 apologiz+ = mak+ s mu* tr\ble & assum+ ! attitude ( ask+ a favor1 !y w\ld communicate _! d\bt to ! s]vant1 & w\ld n be likely to ga9 admittance1 n to speak ( an audi5ce ) ! mi/ress4 ,9 %ort1 ! c>ry+ ( a positive1 victori\s m5tal attitude1 ! radiat+ ( a vigor\s expectation ( gett+ a he>+ w get y "o4 ,! ag5t :o r+s a door bell ) a palpitat+ he>t1 ) a great big d\bt 9 8 m9d z to :e!r he ought to d x1 & :o1 :5 ! door is op5$1 acts z ?\gh he 7 /eal+ somebody's valuable "t1 & _h no "r to be !re at all1 w create a prejudice aga9/ him be=e he op5s 8 m\?4 ,& be=e he gets a *ance to plead 8 cause he w probably f9d ! door clos$ 9 8 face4 ,y %\ld seek admission to a h\se z ?\gh y 7 ! be>] ( glad tid+s1 z ?\gh y _h good news = ! family1 z ?\gh y 7 conf]r+ a real favor on !m by call+ _! att5tion to :at y h to sell4 ,:atev] y are sell+1 :e!r books or pianos1 h>dw>e or drygoods1 y\r mann] w l>gely det]m9e ! am\nt ( y\r sales4 ,!re are salesm5 :o approa* prospective cu/om]s j z ?\gh !y n only did n expect an ord]1 b r expect$1 if n to get kick$ out1 at lea/ a polite invitation to get out4 ,i 0 9 ! (fice ( a bus9ess man rec5tly1 :5 a man ( ?is /amp came 9 & crept up to him ) a sort ( a %eepi% expression on 8 face1 z mu* z to say1 8,i "k ,i hav5't any "r "h1 b ,i h come 9 to ask = a favor1 :i* ,i feel sure y won't grant40 8,i don't suppose y h an ord] = me to-day1 h y80 he said4 ,( c\rse1 ! man1 )\t a mom5t's hesitation1 said1 8,no40 ,& ! salesman crept out z ?\gh he _h almo/ committ$ a s9 by ent]+ at all4 ,n[1 !re is some?+ 9 e manly man :i* despises ?is self-depreciat+ _s1 ?is false self-effacem5t1 ?is creep+1 cr++1 apologiz+ attitude1 :i* robs "o ( all dignity & p[]4 ,if y approa* p z ?\gh y expect$ a kick1 y are pretty sure to get x4 ,x may come 9 ! =m ( a gruff refusal1 ( a snub1 or ( a polite invitation to get out1 b y are likely to get :at y invite--a rebuff ( "s k9d4 ,if y approa* a man at all1 d x 9 a brave1 vigor\s1 manly way4 ,d n ru9 y\r cause by giv+ him a contemptible picture ( y at ! v outset4 ,at lea/ let him see t y are self-respect+1 manly1 t !re is no?+ ( ! c[>d 9 y4 ,ev5 if he decl9es to give y an ord]1 compel him to respect y1 to admire y = y\r dignifi$1 virile be>+4 ,no "o c>es to d bus9ess ) a p]son he _c help despis+1 :ile a man :o creates a favorable impression w at lea/ get a he>+4 ,we rec5tly ask$ a repres5tative ( a big conc]n h[ he manag$ to d s mu* bus9ess ) p :om v few salesm5 c approa*4 8,well10 he said1 8,i w tell y4 ,"o reason is t ,i nev] g to a man z ?\gh ,i _h no "r to4 ,i d n creep into 8 (fice & look z ?\gh ,i expect$ a kick or a rebuff4 ,i walk "r /raight up to him 9 ! mo/ manly & comm&+ way possible1 = ,i am b\nd to make a good impression on him1 s t he w rememb] me pleasantly1 ev5 if ,i d n get an ord]4 ,! result is t m5 :o are v difficult to approa* (t5 give me bus9ess !y refuse to o!rs because ,i am n afraid to approa* !m & to say :at ,i want to say pleasantly1 )\t m9c+ or cr++ or apologiz+40 ,?is man says he has little difficulty 9 gett+ into ! private (fices ( ! mo/ exclusive bus9ess m51 presid5ts ( banks1 great f9anci]s1 high (ficials ( railroads & o!r repres5tatives ( 8big bus9ess10 & t !y are 8 be/ cu/om]s4 ,to sum up1 y\r attitude1 ! _s y radiate1 y\r p]sonality1 w h ev]y?+ to d ) y\r salesman%ip4 ,! impression y make w be a trem5d\s factor 9 y\r sales4 ,= ?is reason y %\ld nev] approa* a prospect until y feel t y are ma/] ( ! situation4 ,!n y w c>ry ! conviction & give ! impression ( ma/]%ip1 & t is half ! battle4 ,,*apt] ,v ,,! ,,sell+ ,,talk ,,or 8,,pres5tation0 ,talk to ! po9t2 talk ) reason2 talk ) =ce2 talk ) conviction4 ,let y\r sell+ talk be direct1 natural1 & z brief z possible4 ,mu* has be5 writt5 on ! "q ( a sell+ talk1 & !re is no little misund]/&+ on ?is all-important subject4 ,e "o :o has 8a /ory to tell0 has :at may be call$ 8a sell+ talk02 t is to say1 a be/ way ( sett+ =? :at he has 9 8 m9d4 ,"s pref] to call x ! 8pres5tation40 ,a 8pres5tation0 may consi/ ( a few s5t5ces1 or x may consi/ ( a half h\r's talk4 ,salesm5 9 _m l9es _c prep>e a fix$ /ory or address1 su* z w\ld be giv5 by a /atesman address+ a legislative body1 or by a cl]gyman 9 a s]mon1 or by an actor giv+ a monologue1 & yet1 l>ge numb]s ( salesm51 ?r\gh fail+ to h a simple1 cle>1 c>efully word$ talk1 fail to get a cu/om] int]e/$ 9 _! m]*&ise4 ,! "q ( a sell+ talk %\ld be left to ! judgm5t ( ! sales manag]4 ,he w be well qualifi$1 ord9>ily1 to tell j :at ?is %\ld consi/ (1 &1 also1 :5 to make exceptions to ! use ( a sell+ talk4 ,inspiration w n come j :5 ! salesman wants x4 ,_m po9ts get lo/ 9 ! convolutions ( ! bra94 ,too mu* or too little talk may be indulg$ 91 unless a salesman kn[s j :at he is go+ to say & h[ to say x4 ,d n be misl$1 h[ev]2 !re are _m m5 :o speak poor ,engli%1 & :o d n h :at w\ld prop]ly be call$ a 8sell+ talk10 yet !y succe$ z salesm54 ,^! m5 d1 h[ev]1 "k ! m]its ( _! goods1 & !y h a peculi> way ( putt+ x up to ! cu/om] to judge = himself4 ,i once saw ne>ly a ?\s& doll>s' wor? ( und]we> sold1 ) sc>cely a ^w spok54 ,! salesman spread out 8 goods1 & ! buy] exam9$ !m ha/ily1 b c>efully1 & made ! selection1 simply ask+ by :at numb] ! goods 7 kn[n1 & ! price4 ,i saw n long ago1 ab\t five ?\s& doll>s' wor? ( furs 7muffs & neck-pieces7 b\ght1 ) v few words spok54 ,9 bo? ^! cases x mu/ be rememb]$ t buy]s & sell]s 7 well kn[n to ea* o!r2 !re 0 mutual confid5ce2 ! h\ses 7 reliable1 & unsatisfactory goods w\ld mean loss ( future bus9ess1 z well z a return ( ! goods4 ,!re are c]ta9 ma9 sell+ po9ts :i* c be select$ & %\ld be select$ = e l9e ( goods4 ,"s ( ^! sell+ po9ts w be m effective ) "o class ( cu/om]s ?an ) ano!r4 ,"h is :]e ! salesman's judgm5t comes into play4 ,let u take ! s+le example ( ! :ite goods bus9ess4 ,9 ?is l9e1 !re are five ma9 sell+ po9ts :i* ,i once he>d giv5 by ,*>les ,a4 ,%]man1 ( ,%]man ,sons1 lead+ m]*ants1 ( ,new ,york4 ,^! five po9ts are3 #a4 ,arti/ic m]it ( goods1 beauty ( design1 etc42 #b4 ,intr9sic value2 #c4 ,comp>ison ) rival goods2 #d4 ,degree ( con=mity to prevail+ modes or fa%ions4 #e4 ,adaptability to buy]s' ne$s1 price1 etc4 ,ar\nd ^! may be wov5 a brief or a l5g?y talk1 accord+ to ! ne$s & ! disposition ( ! cu/om] ) :om ! salesman is talk+4 ,let y\r sell+ talk be direct1 natural1 & z brief z possible4 ,! pres5tation ( y\r proposition involves1 pr9cipally1 a cle>1 simple & suitable description ( y\r goods4 ,! clev]e/ salesm5 arrange ! po9ts 9 a logical ord]1 work+ up f ! lea/ importance to ! /ronge/4 ,always put ! "q ( price (f j z long z possible1 unless ! price is s l[ t ?is po9t alone adds mu* to ! o!r sell+ po9ts1 z = in/ance1 sett+ =? ! prices 9 a #e #aj c5t /ore1 or giv+ ! prices ( special b>ga9s4 ,be will+ to answ] all que/ions & objections made by y\r cu/om]1 b =e/all1 z f> z y c1 ! objections he is likely to make4 ,y c d ?is by ex]t+ ! p[] ( a /rong p]sonality1 especially by %[+ mu* en?usiasm1 :i* t5ds to burn up ! objections a cu/om] is incl9$ to make4 ,no matt] h[ positive or h[ graphic y are 9 y\r descriptions1 always be natural1 o!rwise y\r mann]isms w detract f ! effectiv5ess ( y\r talk4 ,! be/ au?orities consid] x a decid$ h&icap if ! cu/om] 8turn$ y d[n0 at ! />t by a negative answ]1 or a negative attitude4 ,:5 y =esee t ! cu/om] is ab\t to say1 8,no10 or to turn away1 /rive to keep 8 m9d 9 ! balance until y c attract 8 att5tion to "s new features ( y\r goods1 or to "s old features1 9 a new way4 ,! l5g? ( "t giv5 to a pres5tation1 w v>y ) ! goods & ) ! cu/om]4 ,exp]i5ce ) ea* p>ticul> l9e1 & ! advice ( y\r sales manag] always %\ld be foll[$4 ,on ! floor ( ! ,/ock ,ex*ange !re is no su* ?+ z a pres5tation1 or ! gett+ ( favorable att5tion1 9 ! /rict int]pretation we give to ^! words4 ,m5 are !re al]t to give favorable att5tion to c]ta9 securities4 ,!y "k 9 advance ! /rong po9ts ( ^! securities1 & :5 ! "r price is quot$ ! decision to buy w come quickly4 ,?is holds true 9 _m in/ances :]e /aple goods are (f]$ at curr5t prices4 ,,*apt] ,,vi ,,! ,,approa* ,,& ,,expression ,no matt] h[ well po/$ a man may be 9 ! sci5ce & te*nique ( salesman%ip1 8 actual sales w dep5d v l>gely ^u 8 p]sonality4 8,! man or woman wi%+ to pres5t to me a bus9ess proposition10 said a high class1 successful m]*ant1 8mu/ h a good address & an agreeable mann] & appe>ance1 or he w n get a he>+4 ,! reason is1 x w\ld be impossible = me to see half ! p :o approa* me ) s*emes2 !re=e1 ,i reject )\t a he>+ all ^? t are n pres5t$ by p :o h an agreeable mann] & good address4 ,i take x = grant$ t a fir/-class proposition w be pres5t$ by a fir/-class man1 & vice v]sa40 ,:e!r ! cu/om] comes to y1 or y g to ! cu/om]1 !re are c]ta9 v simple ?+s to keep 9 m9d4 ,! fir/ is ! important "p p]sonality plays 9 sell+4 ,! appe>ance & ! mann] ( a salesman1 toge!r ) ! tactful en?usiasm :i* he manife/s1 & ! conc5tration :i* he puts into 8 "w1 all t5d to inspire confid5ce4 ,! salesman mu/ consid] 8 cu/om]'s bus9ess1 & sometimes 8 social position4 ,! temp]am5t1 also1 ( ! cu/om]1 z well z ! be/ "t & place to see him1 mu/ be tak5 into consid]ation4 ,"o ( ! ?+s s (t5 neglect$ by salesm5 is to get po9ts ( contact f ! surr\nd+s1 su* z pictures on ! wall1 books & pap]s on ! desk1 z well z f ! prospect's attire4 ,keep 9 m9d ^! f\r aids to a "r approa*3 ,fir/3 ,ent]ta9 a feel+ ( equality ) y\r cu/om]4 ,second3 ,rememb] t y h a favor to be/[4 ,assume ! rle ( a b5efactor4 ,?ird3 ,%[ fri5dl9ess4 ,!re %\ld be ! he>t-t\* 9 e real approa*4 ,f\r?3 ,be obs]v+4 ,look = sugge/ions 9 y\r surr\nd+s1 = a po9t ( contact4 ,we express ourselves n only ?r\gh ! words we utt]1 b by ! tone ( ! voice1 ! expression ( ! face1 our ge/ures1 & our be>+4 ,all five ( ^! elem5ts %\ld be c>efully consid]$1 because ! salesman :o w\ld h ! greate/ success n only mu/ be und]/ood1 b he mu/ be felt4 ,x is important to be cle> & =ceful 9 our language1 & = ?is purpose a ?or\gh k ( ,engli% gramm> & rhetoric w aid ! salesman4 ,! accompany+ *>t %\ld prove helpful4 ,,expression 8,:5 all is said & done1 x is ! *oice & use ( words t det]m9es :e!r or n we succe$ 9 express+ our ?\ghts & feel+s cle>ly & adequately40--8,manual ( ,composition & ,rhetoric10 by ,g>d9]1 ,kittr$ge & ,arnold4 ,! five elem5ts affect+ expression ( ideas are3 ,ri*1 ,ref9$1 #a4 ,voice ,deep1 ,modulat$1 ,full1 di/9ct articulation4 ,be=e sale1 #b4 ,be>+ ,dur+ 0 ,aft] 0 ,9 talk+1 #c4 ,ge/ures 0 display+ samples1 0 pres5t+ read+ matt] or contracts4 #d4 ,facial expression4 ,violat$ by #a4 ,slang2 a4 ,purity #b4 ,obsolete words2 #c4 ,prov9cialisms2 #d4 ,=eign words2 #e4 ,newly co9$ words4 simple ,diction ,results f suitable #a4 ,?or\gh k ( subject2 #b4 ,ext5sive vocabul>y2 b4 ,precision #c4 ,p[] to discrim9ate2 #d4 ,use ( specific = g5]al1 or g5]al #e4 ,language = specific t]m1 z idea requires4 a4 ,unity ,"o idea at a "t2 ,/ick to subject4 ,h cle> ideas & use appropriate words4 b4 ,cle>ness ,use good gramm>4 ,bew>e ( te*nical words4 simple ,/yle c4 ,en]gy ,results f brevity1 suitable or cle>ness1 directness ,=ce & judici\s use ( figurative language4 d4 ,elegance ,smoo?1 euphoni\s or spee*2 ,allit]ation4 ,h>mony ,read be/ au?ors4 ,,*apt] ,,vii ,,! ,,ability ,,to ,,talk ,,well 8,words h wor?1 only :5 prop]ly express$40 ,x is ! conque/1 ! conque/ ( ! he>t1 by words t speak k9dl9ess & assure confid5ce1 :i* di/+ui%es ! prosp]\s salesman1 ju/ly pr\d & progressive4--,,h5ry ,,frank4 ,_m a man ) a good bra9 fails z a salesman1 or rema9s a m$iocre "o1 because he has nev] le>n$ to express himself ) ease & flu5cy4 ,a lame1 hesitat+1 pov]ty-/rick5 spee* is fatal4 ,! ability to talk well is to a man :at cutt+ & poli%+ are to ! r\gh diamond4 ,! gr9d+ does n add any?+ to ! diamond4 ,x m]ely reveals its weal?4 ,x is an excell5t ?+ to cultivate read9ess 9 conv]sation1 = ?is w incid5tally develop o!r p[]s4 ,e salesman %\ld h a good broad work+ vocabul>y4 ,to hesitate & feel "o's way = words 9 try+ to make a sale is fatal4 ,! salesman mu/ express himself easily1 cle>ly1 & =cefully1 o!rwise he w be plac$ at a c]ta9 disadvantage4 ,he mu/ be n only a flu5t talk]1 b also a conv9c+ "o4 ,! ability to talk well is a great aid to success 9 any l9e ( endeavor1 b if our heads are empty1 m]e facility 9 words w n help u mu*4 ,n 8words1 words1 words10 b 8po9ts1 po9ts1 po9ts0 w94 ,?is is especially true 9 salesman%ip4 ,a good salesman %\ld be well read on g5]al topics z well z 9 8 special l9e4 ,!re is no o!r way 9 :i* a p]son w reveal a %all[ or a full m9d1 a n>r[ or a broad "o1 a well-read or a pov]ty-/rick5 m5tality s quickly z 9 8 spee*4 ,to be a good conv]sationali/1 able to int]e/ p1 to rivet _! att5tion1 to draw !m to y naturally1 is to be ! possessor ( a v great & valuable accompli%m5t4 ,x n only helps y to make a good impression ^u /rang]s1 x also helps y to make & keep fri5ds4 ,x op5s doors & s(t5s he>ts4 ,x makes y int]e/+ 9 all sorts ( company4 ,x helps y m>vel\sly to get on 9 ! _w4 ,x s5ds y cu/om]s1 x attracts bus9ess4 ,x is a deplorable fact t indiff]5ce ( spee* is "o ( ! *>act]i/ics ( ! ,am]ican p4 ,we are n only poor conv]sationali/s1 b we are poor li/5]s z well4 ,we are too impati5t to li/54 ,in/ead ( be+ att5tive & eag] to dr9k 9 ! /ory or ! in=mation1 we h n en\gh respect = ! talk] to keep quiet4 ,we look ab\t impati5tly1 p]haps snap our wat*1 play a tattoo ) our f+]s on a *air or a table1 twit* ab\t z if we 7 bor$ & 7 anxi\s to get away1 & frequ5tly int]rupt ! speak] be=e he rea*es 8 conclusion4 ,9 fact1 we are su* an impati5t p t we h no "t = any?+ except to pu% ahead1 to elb[ our way ?r\gh ! cr[d1 to get ! position or ! money we desire4 ,poor conv]sationali/s excuse !mselves = n try+ to improve by say+ t 8good talk]s are born1 n made40 ,we might z well say t good lawy]s1 good physicians1 good m]*ants or good salesm5 are born1 n made4 ,none ( ^! w\ld ev] get v f> )\t h>d "w4 ,?is is ! price ( all a*ievem5t t is ( value4 ,to be a good talk] "o mu/ be a good obs]v]1 a good li/5]1 a good read]1 a good ?9k]1 & a cle> speak]4 ,x w n d to mumble or to slur ov] y\r words4 ,y %\ld speak di/9ctly1 pla9ly1 & n too rapidly4 ,don't talk l a drone or a p>rot4 ,put =ce1 ?\ght & feel+ into y\r words2 fill !m full ( mean+1 s t p w want to he> :at y say4 ,y "k :at an impression a great orator makes ^u an audi5ce :5 he measures 8 words & s5ds !m out ) delib]ation1 ) feel+ & =ce4 ,!y are inf9itely m impressive ?an ! excit$1 impassion$ %\t+1 :i* comes f an ov]-wr\ght m9d4 ,read9ess 9 conv]sation is l>gely a matt] ( practice4 ,b ! voice1 especially ! ,am]ican voice1 ne$s to be tra9$4 ,!re is no?+ m disagreeable ?an a h>%1 discordant voice1 unless x be ! high-pit*$1 nasal intonation s *>act]i/ic ( our p1 or ! :9e :i* is frequ5tly he>d f ^? :o are n>r[-m9d$ & discont5t$4 ,a l[1 cle>1 well-modulat$ voice indicates ref9em5t & %\ld be c>efully cultivat$ by ! salesman :o wi%es to express himself =cefully4 ,x is v difficult to conv9ce a prospect t he %\ld buy y\r m]*&ise :5 y are plead+ y\r cause ei!r 9 high-pit*$1 %>p1 %rill tones1 or 9 mumbl+ or nasal ones :i* h no magnetism1 no attractiv5ess 9 !m4 ,a cle>1 deep1 melodi\s voice t5ds to unlock m9ds & to w9 confid5ce1 :ile a h>%1 %rill1 discordant voice antagonizes u4 ,! ability to talk well1 to int]e/ & hold o!rs1 increases our self-respect1 our confid5ce1 & ga9s u a ready entrance to places f :i* we w\ld o!rwise be exclud$4 ,if y expect to be a fir/-class salesman1 a man ( p[] 9 any l9e ( endeavor y %\ld cultivate y\r voice & practice ! art ( conv]sation4 ,,*apt] ,,viii ,,h[ ,,to ,,get ,,att5tion ,y mu/ int]e/ y\r cu/om] be=e y c hope to influ5ce him4 8,%ape y\r argum5t 9 h>mony ) conditions2 don't try to =ce a squ>e block into a r\nd hole40 ,!re are ?ree pr9cipal ways 9 :i* to get ! favorable att5tion ( a prospect2 ! fir/ is 8af=d+ pleasure20 ! second1 8excit+ admiration10 & ! ?ird1 8ar\s+ curiosity40 ,z (t5 z possible we %\ld comb9e all ?ree4 ,if our words & our expression radiate g5u9e1 *e]ful good-w1 !n ! cu/om] is pleas$ to meet u4 ,we c cause him to be /ill m pleas$1 if we praise1 9 a v tactful way1 "s ( ! good qualities :i* we quickly obs]ve 9 him4 ,our appe>ance1 f head to foot1 is :at causes admiration4 ,we %\ld always be well groom$2 hair prop]ly cut & c>efully arrang$2 tee? well c>$ =2 eyes bright2 l95 immaculate2 clo!s well press$2 cuffs & coll> free f fray$ edges4 ,l\d colors & l\d jewelry always detract f ! p[] ( ! salesman4 ,heels t are n run d[n1 & %oes t are well poli%$1 are f9al factors to consid]4 ,we ar\se a cu/om]'s curiosity by ask+ him suitable que/ions4 ,x is a good idea to prep>e him = ! k9d ( an answ] y expect1 by "s positive sugge/ion1 be=e y ask ! "q4 ,= in/ance1 a man :o wi%es to sell a beautiful piece ( jewelry c say3 8,i consid] ?is a v beautiful /one1 :i* has be5 set mo/ arti/ically40 ,!n he c say to ! cu/om]2 8,:at d y ?9k ( t jewel80 ,inv>iably1 ! cu/om] w t5d to agree ) him1 & ?is helps to get _! m9ds toge!r4 ,! late ,elb]t ,hubb>d us$ to say t he always began an adv]tisem5t ) ! /atem5t ( an incontrov]tible fact4 ,! public read x & agre$4 ,x c\ld give rise to no antagoni/ic or oppos+ tra9 ( ?\ght4 ,x e/abli%$ a cord9ate bond betwe5 ! writ] ( ! ad4 & ! read]4 ,!n ,hubb>d foll[$ ) /atem5ts conc]n+ ! article adv]tis$4 ,) ^! ! read] might n agree1 b at lea/ he />t$ read+ ! ad4 9 a fri5dly _s4 ,rememb] ?is3 x is nev] be/ to beg9 to talk mu* ab\t y\r goods until y h secur$ real att5tion1 n simply a civil att5tion1 = c\rtesy's sake1 b ! g5u9e ?+4 ,real att5tion is 8a ?\ght spill] & a ?\ght fill]40 ,! cu/om] 8spills0 8 ?\ghts1 & 8fills0 9 ! salesman's ?\ghts4 ,"s salesm5 h f\nd x a big advantage to get ! cu/om] to d "s little ?+ = !m1 su* z hold+ a sample1 loan+ a p5cil1 gett+ a piece ( pap] on :i* to figure1 etc4 ,reque/s = favors ( ?is k9d1 h[ev]1 mu/ be made 9 a tactful way4 ,! idea back ( ?is +5i\s me?od is to />t ! w ( ! cu/om] act+ accord+ to ! salesm5's w4 ,if ! mom5t seems favorable y %\ld take ! ord] at once & disp5se ) all salesman's art2 b aft] tak+ ! ord]1 proce$ to /r5g!n ! cu/om] 9 8 decision by call+ att5tion to c]ta9 /rong po9ts ( m]it 9 y\r goods1 & c]ta9 /rong reasons :i* y believe w make ! cu/om] glad he has made 8 pur*ase4 ,be c>eful1 h[ev]1 to avoid ov]-talk+4 ,?is is a blund] t has co/ _m a man de>4 ,! art ( a salesman %[s itself 9 8 ability to focus 8 en]gies quickly & to size up 8 prospect 9 _m respects at a glance4 ,he mu/ see :at k9d ( a temp]am5t he has to deal )4 ,he mu/ "k :at to d & :at to say to ea* p>ticul> man4 ,be=e ent]+ a /range (fice he has no idea :at sort ( a man w confront him1 :e!r "o :o is fat or lean1 ( a n]v\s or a phlegmatic temp]am5t1 :e!r vigor\s or 9 delicate heal?1 :e!r a ?9-sk9n$1 s5sitive man or "o ( a co>se type ) a rh9oc]os hide4 ,9 call+ on regul> cu/om]s1 ! salesman mu/ be al]t = pass+ :ims t modify _! disposition4 ,he mu/ take 9 a man's mood at a glance4 ,if he is 9 a bad mood1 he _c approa* him z if he 7 9 a happy mood1 z ?\gh he _h j _h "s good news4 ,he mu/ be able to tell by 8 appe>ance :e!r he is pleas$ because bus9ess is boom+1 or :e!r he is disgruntl$1 8 m9d cl\d$ ei!r by bus9ess or dome/ic tr\bles4 ,9 fact1 a salesman mu/ be able to recognize quickly & deal adequately ) all sorts ( m5 & moods1 & bus9ess conditions1 or he w fail at ! />t to get ! sort ( att5tion on :i* 8 sales dep5d4 ,,*apt] ,,ix ,,tact ,,z ,a ,,fri5d-,,w9n] ,,& ,,bus9ess-,,gett] ,tact eases ! jolts1 oils ! be>+s1 op5s doors b>r$ to o!rs1 sits 9 ! draw+-room :5 o!rs wait 9 ! reception hall1 gets into ! private (fice :5 o!rs are turn$ d[n4 ,:e!r y get an ord] or n1 leave a good ta/e 9 y\r prospect's m\? s t he w always h a pleasant recollection ( y4 ,"s "t ago a man & 8 wife w5t into a l>ge /ore 9 an ea/]n city to buy a *&eli]4 ,! man1 9 a r qu]ul\s tone1 ask$ to be %[n a ,r5aissance *&eli]4 8,n[1 be sure10 he said to ! salesman1 8to %[ me a real ,r5aissance1 small & n too exp5sive40 ,! salesman p]ceiv$ he _h a difficult cu/om] to deal )1 b "o :o appe>$ to h a fix$ idea 9 m9d4 ,be+ extremely tactful1 he knew 8 fir/ task 0 to humor 8 cu/om]1 & !n try to f9d out exactly :at type ( fixture _h be5 pictur$ 9 8 m9d4 ,by cordiality & an ex*ange ( rem>ks on g5]al subjects1 ! salesman eas$ ! man's m9d1 & by skillful que/ions f\nd out exactly :at sort ( *&eli] he want$4 ,!n he express$ himself pleas$ at hav+ a cu/om] ) cle> ideas ab\t ! sort ( article he wi%$1 z x made x s mu* easi] = ! salesman to suit him4 ,only tact c\ld ev] h won ov] t man & satisfi$ 8 :im4 ,bless$ are !y :o possess tact6 ,let !m rejoice & be glad 9 ! possession ( an ine/imable gift1 & let ^? :o h x n b5d all _! en]gies to its acquisition4 ,tact is "o ( ! greate/ aids to success 9 life4 ,z a fri5d-w9n] & bus9ess-gett] x is invaluable4 ,"o prom95t bus9ess man puts tact at ! head ( ! li/ 9 8 success recipe1 ! o!r ?ree ?+s be+2 en?usiasm1 k ( bus9ess1 dress4 ,i "k a man :o solicits subscriptions = a p]iodical1 :o has su* an exquisite way ( +ratiat+ himself into o!rs' favor t he gets n9e subscriptions1 on an av]age1 out ( e t5 p he solicits4 ,8 tactful approa* has won y ov] be=e y realize x1 & x is mu* h>d] = y to refuse ev5 ! ?+ y d n want ?an to take x4 ,tact enables y to pass s5t9els1 gates & b>s1 ga9 an entrance to ! v sanctum sanctorum :]e ! tactless man nev] ent]s4 ,tact gets a he>+ :]e g5ius _c2 x is admitt$ :5 tal5t is d5i$2 x is li/5$ to :5 ability )\t x _c get a he>+4 ,z 8e fi% has its fly10 s e p]son c be rea*$1 no matt] h[ odd1 peculi> or cranky by ! "o :o has tact en\gh to t\* him 9 ! "r place4 ,:at is ?is miracle work] call$ ,tact8 ,tact is v>i\sly def9$ z 8,peculi> skill or adroitness 9 do+ or say+ exactly t :i* is requir$ by or is suit$ to ! circum/ances02 8,x is ! gift ( br++ into action all ! m5tal p[]s 9 ! nick ( "t02 8,x is a comb9ation ( quickness1 firmness1 read9ess1 good-nature & facility40 ,web/]'s diction>y gets at ! k]nel ( ?is wond]ful quality4 ,tact1 x says1 is 8adroitness 9 manag+ ! feel+s ( p]sons dealt )2 nice p]ception 9 see+ & do+ exactly :at is be/ 9 ! circum/ances40 ,x is 9 8manag+ ! feel+s0 ( 8 cu/om] t ! tactful man scores 8 /ronge/ po9t4 ,x is 9 s5s+ 8 moods1 9 be+ able to put himself 9 8 place t he is always equal to ! situation1 t he always ex]cises t 8nice p]ception 9 see+ & do+ exactly :at is be/ 9 ! circum/ances40 ,"o ( ! be/ means ( acquir+ a tactful mann] is to try to put y\rself 9 y\r prospect's place1 & !n act t[>d him z y w\ld l to h "s "o act t[>d y 9 l circum/ances4 ,y are v busy1 tr\bl$ ab\t a lot ( ?+s4 ,y may be %ort ( capital1 y may h big notes com+ due1 bus9ess may be dull1 _m ?+s may h be5 go+ wrong ) y4 ,y may h come to y\r (fice upset by dome/ic tr\bles1 y may n feel well1 h[ev] well y look4 ,p]haps ye/]day 0 brok5 up by all sorts ( int]ruptions4 ,y />t$ out ?is morn+ resolv$ to d a spl5did day's "w1 & hop+ t y w\ld n be bo!r$ ) call]s4 ,p]haps y d n feel l talk+ bus9ess4 ,y may h a lot ( ?+s on y\r m9d :i* are p]plex+ y1 h>d problems to solve2 ! reports ( bus9ess put on y\r desk ?is morn+ may h be5 any?+ b enc\rag+4 ,9 fact1 y feel 8out ( sorts0 & wi% y did n h to see anybody all day4 ,y are long+ = a little "t to y\rself to ?9k ?+s ov]1 to get y\r be>+s1 :5 9 comes a salesman's c>d4 ,y d n want to see him & w\ld give mo/ any?+ to get rid ( him1 al?\gh !re may be a possibility t he has some?+ t y w\ld l1 b y d n want to see him at t p>ticul> "t4 8,:y c\ldn't ! man h come "s o!r "t80 y ask y\rself4 ,aga9/ y\r w y say3 8,well1 tell him to come 940 ,y feel gr\*y1 grumpy1 y d n ev5 feel l greet+ him pleasantly1 & y gr[l out a 8good morn+40 ,! salesman sits d[n4 ,y\r :ole m9d is brac$ aga9/ him4 ,y d n c>e to see him1 to talk ) him4 ,ev]ybody braces aga9/ a salesman4 ,he is usually put 9 an un=tunate position4 ,in/ead ( try+ to make x easy = y\r visitor y make x h>d = him4 ,y make no concession if y c help x4 ,y make him fight e in* ( 8 way = y\r favor4 ,! tactful salesman sees y\r mood at once1 & he kn[s he has a h>d fight ahead ( him2 he has to w9 y ov] in* by in*4 ,y beg9 to make all sorts ( excuses2 y d n ne$ new /ock at pres5t1 bus9ess has be5 dull1 y\r %elves are load$ d[n ) goods1 & y tell him t times are bad1 ! outlook is any?+ b promis+4 ,he does n oppose or contradict y4 ,on ! contr>y1 he sympa?izes ) y2 he is pati5t1 c\rte\s1 affable1 b all ! "t he is try+ to get ! ?9 edge ( 8 w$ge into y\r m9d4 ,he kn[s :at w\ld w9 him ov] if he 7 9 su* a mood2 8 wife or "m probably kn[s4 ,he has to be won ov]2 =ce1 argum5t1 reason1 logic w n d x1 only tact w d ! trick4 ,if y h made a /udy ( human nature1 le>n$ to size up p quickly1 y w s5se a prospect's mood1 ev5 ?\gh he %\ld try to conceal x1 & y w h no difficulty 9 imag9+ y\rself 9 8 place4 ,he has ! same human qualities & ! same fundam5tal passions z y\rself4 ,y mu/ always be ready to p\r oil on 8 w\nds1 n v9eg>4 ,a salesman mu/ n only use all 8 res\rcefulness 9 bus9ess logic1 b he mu/ br+ into play all 8 p[]s ( pleas+4 ,he %\ld always come to 8 cu/om]s 9 a *e]ful mood4 ,no matt] h[ upset he feels2 no matt] :at un=tunate news he has _h 9 ! morn+'s mail ab\t 8 sick wife1 or ! *ildr5 ly+ almo/ at dea?'s door1 he mu/ n %[ any sign ( 8 tr\bles4 ,a salesman may be 9 j z un=tunate a plight z 8 cu/om] is1 & ev5 worse1 yet he is =c$ to hide 8 feel+s1 & mu/ try to 8make good0 "u all circum/ances4 ,! tactful salesman is 8all ?+s to all m540 ,n t he is deceitful or ins9c]e1 b he und]/&s diff]5t temp]am5ts1 diff]5t dispositions1 diff]5t moods1 & readily adapts himself to all4 ,he keeps 8 f+] on ! m5tal pulse ( 8 prospect1 & keeps track ( 8 m5tal attitude4 ,he kn[s1 = in/ance1 t ! mom5t a prospect %[s signs ( be+ bor$ ! salesman %\ld quit1 & try lat]1 or o!rwise he w prejudice 8 case fatally1 s t ! next "t he calls ?is bor$ sugge/ion w come to ! m9d ( ! prospect1 :o w refuse to see him4 ,i 0 rec5tly talk+ ) a man :o said t a salesman :o did n "k 8 bus9ess _h j tak5 a half h\r ( 8 valuable "t1 try+ to sell him a bill ( goods t he really did n want4 ,he said ! man did n "k en\gh to see t he 0 mak+ no impression1 t he 0 n conv9c+ him4 ,& al?\gh he took out 8 wat* sev]al times1 turn$ ar\nd n]v\sly 9 8 *air1 kept tak+ up lett]s f 8 desk1 mak+ all sorts ( h9ts & sugge/ions = ! salesman to get out1 yet he /ill kept on try+ to make a sale4 ,! only r$eem+ quality ab\t him1 he said1 0 8 p]si/5cy4 ,n[1 ill-tim$ p]si/5cy is simply lack ( tact2 !re is no?+ praisewor?y 9 x4 ,y %\ld be able to tell by ! look 9 y\r prospect's eye :e!r y are really int]e/+ him or n1 & if y are n y _c conv9ce him t he ne$s :at y h to sell4 ,gett+ solid ) a prospect1 mak+ a favorable impression ^u him1 unlock+ 8 m9d1 is v mu* l mak+ love to a girl4 ,y _c br[beat1 y _c be arbitr>y or disagreeable2 only ! g5tle1 attractive1 tactful me?ods w w94 ,! lea/ little slip on y\r "p may close ! door =ev]4 ,no =ce w answ]1 x is all a matt] ( attraction & conviction4 ,no level-head$ man is go+ to buy until he is conv9c$1 & tact is ! mo/ p[]ful conv9c] 9 ! _w4 ,tact is nev] (f5sive4 ,x is always a balm1 allay+ suspicion1 & soo?+ & pleas+4 ,x is appreciative4 ,x is plausible )\t be+ di%one/1 app>5tly consults ! welf>e ( ! second p>ty & does n manife/ any selfi%ness4 ,x is nev] antagoni/ic2 x nev] opposes1 nev] /rokes ! fur ! wrong way1 & nev] irritates4 ,little sev5-by-n9e salesm5 are con/antly putt+ /umbl+ blocks 9 _! own pa?4 ,!y are always 8putt+ _! foot 9 x40 ,!y p]si/ :5 p]si/5cy is ill tim$4 ,!y make "s un=tunate rem>k or allusion4 ,!y are n good /ud5ts ( human nature2 !y put up a poor sort ( an argum5t1 ! same sort ( talk to e man1 to m5 ( diff]5t prejudices1 diff]5t ages1 diff]5t dispositions4 ,9 o!r words1 !y are n tactful1 & !y are all ! "t tripp+ !mselves up1 gett+ into sn>ls1 & mak+ blund]s :i* lose !m bus9ess4 ,"s "o says3 8,! k9dly elem5t ( humor almo/ always ent]s into ! use ( tact1 & sweet5s its mild co]cion4 ,we _c help smil+1 (t5times1 at ! deft way 9 :i* we h be5 induc$ to d :at we aft]w>ds recogniz$ z altoge!r "r & be/40 ,!re ne$ be no deception 9 ! use ( tact1 only su* a pres5tation ( rightful inducem5ts z %all mo/ effectively appeal to a hesitat+ m9d4 ,a public s*ool tea*] reprov$ a little eight-ye>-old ,iri% boy = "s mis*ief4 ,! boy 0 ab\t to d5y ! fault :5 ! tea*] said1 8,i saw y1 ,j]ry40 8,yes10 repli$ ! boy z quick z a fla%1 8,i tells !m !re a9't mu* y don't see ) !m purty black eyes ( y\rs40 ,! native wit ( t y\ng/] w\ld make him a good salesman4 ,we d n "k :e!r x appeas$ ! tea*]1 b x c]ta9ly %[$ a read9ess to size up & deal ) a delicate situation t w\ld h done cr$it to an old] head4 ,! foll[+ p>agraph1 9 a lett] :i* a m]*ant s5t out to 8 cu/om]s1 is an example ( %rewd bus9ess tact3 8,we %\ld be ?ankful = any in=mation ( any dissatisfaction ) any =m] transactions ) u1 & we w take imm$iate /eps to rem$y x40 ,?9k ( ! weal?y cu/om]s t h be5 driv5 away f big conc]ns1 by ! lack ( tact on ! "p ( a salesman4 ,a successful bus9ess man rec5tly told me 8 exp]i5ce 9 buy+ a suit ( clo!s at "o ( ! lead+ clo?i]s 9 ,new ,york ,city4 8,! salesman :o wait$ on me10 he said1 8%[$ me v>i\s suits ( all colors & /yles4 ,he did n int]e/ me 9 any p>ticul> "o4 ,he di/ract$ my att5tion1 be+ pla9ly indiff]5t & %[+ t he did n c>e :e!r ,i b\ght or n4 ,aft] sp5d+ an h\r's "t1 ,i left ! place 9 disgu/4 ,i said to myself1 #8,a h\se c>ry+ ?\s&s ( suits1 & a good salesman1 %\ld c]ta9ly sell me "o suit4' ,i w5t to ano!r h\se4 ,!n ! pur*ase became to me m ?an any?+ else a /udy ( salesman%ip1 h[ v>i\s salesm5 h&le cu/om]s4 ,! salesman at ?is o!r place ga9$ my confid5ce "r at ! />t1 %[$ me only ?ree suits1 int]e/$ me 9 a p>ticul> "o1 %[$ me :y ,i %\ld buy t "o1 & )9 eighte5 m9utes' actual "t ,i paid ! price1 & n[ ,i am enjoy+ ! we>+ ( t suit40 ,?is %[s h[ ev5 ! be/ quality ( m]*&ise w g back to ! %elf unless h&l$ by a consci5ti\s1 tactful salesman4 ,x is true t !re are always c]ta9 cu/om]s 9 e l>ge e/abli%m5t :o are v h>d to conv9ce4 ,!y are suspici\s1 & (t5 v disagreeable & difficult to get on )1 b _! patronage is valuable1 & e employ] prizes ! salesman :o c h&le ^! difficult cu/om]s1 :o c please !m & s5d !m away fri5ds in/ead ( enemies ( ! h\se4 ,x mu/ be rememb]$ t ! real te/ ( salesman%ip is ! ability to h&le difficult cu/om]s4 ,mo/ p don't realize :at is be/ = !m to buy2 !y c't make up _! m9ds )\t ! salesman's help1 or !y are peculi> 9 _! nature & require tactful managem5t4 ,_m wom5 make a bus9ess ( go+ ab\t among ! dep>tm5t /ores1 p]haps )\t ! slighte/ idea ( buy+ any?+4 ,x becomes a sort ( fix$ habit ) !m4 ,"s ( !m h a *ronic habit ( indecision4 ,!y w run ab\t ! /ores = weeks be=e !y make up _! m9ds to buy a ?+ t !y ne$4 ,!y are s afraid t !y w see some?+ *eap] & mu* bett] suit$ to _! ne$s aft] !y h pur*as$ t !y po/pone pur*as+ z long z possible4 ,if !y want a pair ( %oes1 a dress1 a hat1 or "s o!r article1 !y w g r\nd all ! /ores 9 t[n look+1 or 8%opp+10 z !y call x1 be=e !y buy4 ,i "k ( a v clev] saleswoman 9 a big /ore :o has m>vel\s skill & tact 9 approa*+ ^! 8look]s0 or 8%opp]s0 & turn+ !m into cu/om]s4 ,%e beg9s by ask+ if ! lady has be5 wait$ ^u1 & if !re is any?+ %e c d = h]8 ,) a pleasant smile1 9 a v sweet voice1 %e gets into conv]sation ) h]1 & be=e ! habitual 8look]0 realizes x %e has become a pur*as]4 ,to "k :at to d1 :at to say1 at j ! "r mom5t is capital a ?\s& times m valuable ?an money capital1 = a man ) r>e tact w />t 9 bus9ess )\t a doll> & make a great] success ?an ! tactless man :o />ts ) a =tune4 ,h[ _m p 9 ?is c\ntry to-day owe _! success & =tune m to ! possession ( tact ?an to ability8 ,tact w di/ance ability )\t x e "t4 ,a man :o ) a p>ty ( fri5ds _h be5 fi%+ a long "t became q disgu/$ because he did n get a bite :5 ev]ybody else 0 pull+ 9 ! speckl$ tr\t4 ,aft] a:ile he discov]$ t he _h no bait on 8 hook4 ,he might h be5 fi%+ !re yet & nev] h _h a bite4 ,ev]y:]e 9 society & 9 ! bus9ess _w we f9d m5 fi%+ ) baitless hooks4 ,!y h no use = p ) f9e mann]s4 ,!y are gruff1 unc\?4 ,!y d n believe 9 cat]+ to ! feel+s ( o!rs4 ,!y h nev] le>n$ ! art ( bait+ ?+s4 ,!y call a spade a spade4 ,!y h no use = frills1 = decorations4 ,!y believe 9 /rik+ out /raight f ! %\ld] e "t1 no matt] :at ! conditions4 ,_m tactless p g ?r\gh life trail+ b>e hooks & !y wond] :y ! fi% d n bite4 ,!y d n "k h[ to adju/ !mselves to conditions4 ,!y are misfits4 ,!y appe> to h be5 fitt$ = "s r\gh] sph]e & to h be5 dropp$ by accid5t to ! e>? amid conditions totally unsuit$ to !m4 ,! tactless salesman is a misfit4 ,he mu/ ei!r le>n h[ to bait 8 hook prop]ly1 or else g into "s o!r bus9ess = :i* he is bett] fitt$4 ,,*apt] ,x ,,siz+ ,,up ,,! ,,prospect ,! art ( all arts = ! lead] is 8 ability to measure m51 to weigh !m1 to 8size !m up40 ,a great au?ority on salesman%ip said3 8,any "o c call ^u a prospective buy] & g away )\t an ord]40 ,x is up to ! salesman to get :at he goes aft]4 ,if he kn[s h[ to size p up readily1 he w be f> m likely to get :at he goes aft] ?an ! man :o c n d ?is4 ,! ability to read p at sight is a great bus9ess asset4 ,m>%all ,field 0 an adept 9 "* read+4 ,he 0 always /udy+ 8 employees & gaug+ _! possibilities4 ,no?+ escap$ 8 ke5 eye4 ,ev5 :5 ^? ab\t him did n "k t he 0 ?9k+ ( !m1 he 0 tak+ _! measure at e opportunity4 ,8 ability to place m51 to weigh & measure !m1 to detect almo/ at a glance _! weak & _! /rong po9ts1 am\nt$ to g5ius4 ,if ,g5]al ,grant _h _h ! same ability to read politicians & to e/imate m5 = gov]nm5t positions t he _h = judg+ ( milit>y ability1 he w\ld h made a great ,presid5t4 ,un=tunately1 he 0 oblig$ to dep5d too mu* ^u ! advice ( fri5ds 9 ^? matt]s4 ,! result 0 t1 z ,presid5t1 he did n ma9ta9 ! high reputation he _h made z a g5]al4 ,! salesman ought to make a /udy ( 8 p[] ( p5etration1 ( 8 "*-read+ ability4 ,he ought to make x a bus9ess to /udy m5 & ! motives :i* actuate !m4 ,to be an exp]t 9 read+ human nature is j z valuable to a salesman z a k ( law is to a lawy]1 or z a k ( m$ic9e is to a physician4 ,! man :o c read human nature1 :o c 8size up0 a p]son quickly1 :o c arrive at an accurate e/imate ( "*1 no matt] :at 8 vocation or pr(ession1 has a great advantage ov] o!rs4 ,! ability to read human nature is a cultivatable quality1 & we h a great opportunity 9 ?is c\ntry1 ) its conglom]ate population1 to /udy ! v>i\s types ( "*4 ,x is an education 9 itself to =m ! habit ( measur+1 weigh+1 e/imat+ ! diff]5t p we meet1 = 9 ?is way we are improv+ our own p[]s ( obs]vation1 %>p5+ our p]ceptive faculties1 improv+ our judgm5t4 ,! salesman :o kn[s any?+ ab\t human nature1 = in/ance1 doesn't ne$ to be told x won't d to approa* a big bus9ess man1 ! head ( a great e/abli%m5t1 z "o w\ld approa* a small deal]4 ,he w foll[ a diff]5t me?od ) ea*1 accord+ to _! diff]5t /&+ & temp]am5t4 ,no two m5talities are exactly alike1 & y mu/ approa* ea* "o ?r\gh ! av5ue ( ! lea/ resi/ance4 ,"o man y c approa* ?r\gh 8 fads4 ,if he is passionately fond ( music or crazy ab\t golf2 or if he is a connoisseur 9 art1 9 sculpture1 or 9 any o!r l9e1 ?is may give y a h9t z to ! "r l9e ( approa*4 ,if y see by a man's head & face t he has a /rong m5tality1 t he is1 p]haps1 8f ,miss\ri10 y mu/ approa* him ?r\gh argum5t1 ?r\gh reason4 ,y _c approa* him 9 ! same way y w\ld an impressionable1 fat1 jolly-natur$ man4 ,!n ! man :o is selfi%1 dom9e]+1 imp]i\s1 :o ?9ks he kn[s x all1 ! man to :om y nev] c tell any?+1 mu/ be h&l$ 9 q a diff]5t mann] f any ( ^!4 ,"s m5 w take a joke1 o!rs w consid] x an imp]t95ce4 ,"o man is only conv9c$ by logical argum5t2 ano!r by ! judici\s use ( flatt]y4 ,! frigid m5tal temp]am5t w n respond to pleasantry2 no?+ b cold logic w appeal to him2 ! expansive1 good-natur$ man is (t5 rea*$ ?r\gh 8 fad or hobby4 ,sometimes y get a po9t ( contact ) y\r prospective cu/om] by f9d+ t y belong to ! same lodge4 ,( c\rse1 x is always a good ?+ to f9d out z mu* z possible ab\t a man be=e y call on him4 ,su* k (t5 gives a great advantage 9 siz+ him up prop]ly4 ,if y are a good read] ( "*1 h[ev]1 y get at a glance an impression ( y\r prospect t is fairly reliable4 ,y c tell :e!r y are fac+ a little1 weaz5$1 dri$-up s\l1 a man :o is /+y1 selfi%1 grasp+1 or :e!r he is a man ( g5]\s impulses1 magnanim\s1 op5-m9d$1 k9d-he>t$4 ,y c tell :e!r he is good-natur$1 jolly2 :e!r x w d to crack a joke ) him1 or :e!r he is au/]e & /]n2 :e!r y c approa* him 9 an easy1 fri5dly mann]1 or :e!r y mu/ keep y\r di/ance & approa* him ) a prop] s5se ( 8 dignity & importance4 ,ev5 if y\r prospect only assumes a /iff1 /&-(f demeanor y mu/ treat him z ?\gh x 7 p]fectly natural1 o!rwise he w be (f5d$4 ,9 siz+ up a man ! fir/ ?+ to d is to make up y\r m9d :at k9d ( a he>t he has4 ,if y conclude t he has a good he>t1 & t he is hone/ & above bo>d1 ev5 ?\gh he may be cold 9 appe>ance1 & may prove a bit close-fi/$1 y w /& a mu* bett] *ance 9 do+ bus9ess ) him ?an y w\ld ) a man ) small %ifty eyes1 & ! e>m>ks ( %rewd1 %>p *>act]i/ics app>5t 9 e feature & e look4 ,y c read a man by 8 facial expression mu* bett] ?an y c by ! bumps on 8 head1 because ! muscles ( ! face respond to ! pass+ ?\ght & reflect ! idea1 ! emotion1 e phase ( ! m5tal /ate4 ,y "k h[ quickly a joke1 some?+ funny1 is express$ 9 ! facial muscles2 h[ quickly !y respond to any m5tal /ate-disappo9tm5t1 bad news1 disc\ragem5t1 sorr[1 ang]4 ,! muscles ( ! face1 its v>y+ expressions1 *ange ) ! ?\ght4 ,9 o!r words1 ! facial expression indicates ! condition ( a man's m9d4 ,by ?is y c tell :e!r y\r prospect is 9 a good or a bad humor1 :e!r he is a human icicle1 cold1 unfeel+1 or a human magnet1 t5d]1 k9d1 sympa!tic4 ,salesm5 :o are poor judges ( human nature1 :o _c size p up1 (t5 h to batt] away a long "t at a wrong approa* :51 o!rwise1 !y c\ld sail "r into a man's m9d ?r\gh ! "r av5ue4 ,by mak+ head /udy1 face /udy1 man /udy1 an art1 y c v quickly get y\r l9e ( approa*4 ,!n y w n blund] & lose "t 9 try+ to set y\rself "r4 ,_m a man calls ^u a prospective buy] & goes away )\t an ord] because he didn't "k h[ to size him up4 ,he _h nev] /udi$ ?is important side ( 8 bus9ess4 ,rememb] t if y make a wrong approa* y may h h>d "w to get a he>+ at all2 y\r prospect may close 8 m9d aga9/ y at ! />t1 & y may n be able to get into x1 no matt] h[ e>ne/ly y try1 :51 if y _h approa*$ him along ! l9e ( lea/ resi/ance1 y c\ld h sail$ "r 94 ,9 fact1 ! man w\ld h invit$ y 94 ,d n be ha/y 9 y\r judgm5t or make up y\r m9d too quickly 9 siz+ up p4 ,hold y\r decision 9 abeyance until y h read (f ! "* hi]oglyphics writt5 on ! face & p]son1 & 9 ! mann]1 = all ^! are significant1 & ea* means some?+4 ,9 o!r words1 read all ! e>m>ks or "* labels on a man1 get 9 all ! evid5ce y c be=e act+ on y\r fir/ quick impression1 because a great deal dep5ds on ! accuracy ( y\r judgm5t4 ,e man's face is a bullet9 bo>d2 x is a program ( ! p]=mance go+ on inside1 & ! important ?+ is to le>n to read x n only quickly1 b accurately4 ,! facial expression1 ! attitude1 ! mann]1 ! language1 ! look ( ! eye1 are lett]s ( ! "* alphabet :i* spell out ! man4 ,ev]y?+ t is natural1 spontane\s1 unprem$itat$1 is indicative ( c]ta9 qualities he possesses2 & if ! man is putt+ on1 if he is pos+1 y c pi]ce ! mask ( pret5se & disc\nt x4 ,if y are a good read] ( "*1 aft] a few m9utes /udy y c put toge!r ! lett]s ( ! impressions y h receiv$ & spell out ! sort ( a man y h to deal )1 = he is cov]$ all ov] ) tags visible to ^? :o h le>n$ to read !m4 ,"s p judge "* l>gely by a p>ticul> feature--! m\?1 ! *91 ! eye1 ! nose1 etc4 ,napoleon us$ to dep5d a great deal ^u ! size ( a man's nose4 8,give me a man ) a big nose10 he us$ to say :5 *oos+ m5 = important positions4 ,a l>ge nose is suppos$ to indicate great =ce ( "*4 ,x is said t e "o resembles 9 great] or less degree "s p>ticul> animal4 ,_m p base _! read+ ( "* on ?is animal clue4 ,look out = ! fox face2 bew>e ( ! wolf face1 ! bird-(-prey face1 = x is believ$ t ! man :o be>s a /rong resemblance to "s animal w also usually h _m ( t animal's *>act]i/ics4 ,! ma9 po9t = ! salesman is to get ! "r />t 9 approa*+ ! buy]4 ,if he makes a close /udy ( human nature he w seldom if ev] make a mi/ake 9 siz+ up 8 man4 ,,*apt] ,,xi ,,h[ ,,sugge/ion ,,helps ,,9 ,,sell+ ,! ability to influ5ce or induce p to pur*ase :at y h to sell is a m5tal art t w repay cultivation4 8,salesman%ip is ! art ( sell+ to ! o!r fell[ some?+ he ne$s b doesn't "k x40 8,a sale is a m5tal ?+4 ,x results f h>moniz+ c]ta9 m5tal elem5ts :i* ent] into all common agreem5ts betwe5 m540 ,a %>p-witt$ lawy] aft] successfully def5d+ a man accus$ ( horse-/eal+1 ask$ him 9 confid5ce1 aft] ! trial1 if he 7 really guilty4 8,well1 ,mi/]10 repli$ ! man1 8,i ?\ght at fir/ ,i _h took ! critt]1 b aft] li/5+ to y\r spee* ,i conclud$ ,i hadn't40 ,! p[] ( sugge/ion may be us$ = base & illegitimate ends or = honorable & legitimate ones4 ,x is 8 sugge/ive p[] :i* makes ! smoo?1 long-head$ promot] dang]\s4 ,he uses x to make p buy :at !y d n ne$1 or to palm (f on !m fraudul5t or spuri\s goods4 ,! victims ( ^! unscrupul\s promot]s1 :5 "u ! influ5ce ( a sugge/ive an/hetic1 w mortgage _! homes1 _! furniture1 draw _! la/ doll> f ! sav+s-bank1 borr[ e doll> !y c1 to obta9 ! ?+ :i* is made to appe> s desirable t !y _c see h[ !y c get along )\t x4 ,n[1 sugge/ion is j z effective :5 us$ = a lawful & honorable purpose z = an unlawful & di%onorable "o4 ,"o salesman succe$s :]e o!rs fail1 l>gely because ( 8 great] sugge/ive p[]4 ,he draws su* a vivid description ( ! m]*&ise he is sell+1 makes x seem s v desirable1 t 8 prospect feels he mu/ give him an ord]4 ,! salesman kn[s he is sell+ a good ?+ t x is to 8 cu/om]'s advantage to buy4 ,! transaction is !re=e ( mutual b5efit to bo? p>ties1 ! buy] z well z ! sell]4 ,sugge/ion has be5 def9$ z 8:atev] creates or inspires ?\ght40 ,z a sci5ce1 sugge/ion 8%[s u h[ to />t & /e] ?\ght40 ,! five s5ses are ! *annels :i* br+ u impressions f )\t4 8,an act ( ! w or "s association ( ideas0 br+s impressions f )92 ?is latt] is auto-sugge/ion4 ,sugge/ion c help y to upbuild & develop y\rself1 to educate & tra9 y\rself 9 _s1 m9d1 & body4 8,9 build+ up "* a man mu/ h spiritual & moral back+40 8,z a man ?9ke? 9 8 he>t1 s is he40 ,?is is ! ess5ce ( auto-sugge/ion4 8,?\ght is a creative =ce40 ,x is a 8motive1 impell+1 su/a9+0 =ce4 ,h5ce1 :5 auto-sugge/ion keeps ?\ght 8work+ 9 ! "r direction0 we h a p[]ful back+ 9 all our und]tak+s4 ,by ?9k+ def9itely1 /eadily & /rongly on useful & exalt$ s5tim5ts we come into ! realization ( our ?\ght aspirations4 ,briefly1 we create )9 :at we m5tally desir$ /eadily & int5tly4 ,?us we may build our "*1 ev] 8improv+1 develop+1 & adorn+40 ,sugge/ion is our 8work+ =ce40 8,x 7sugge/ion7 c also help y to %ape ! desires & direct ! w ( ! cu/om]s y seek to influ5ce40 ,9 ! fir/ place1 we direct ! w ( our cu/om]s by our v p]sonality1 :i* has be5 develop$ ?r\gh auto-sugge/ion4 ,!n ! v>i\s /eps ( att5tion1 int]e/1 desire1 &1 f9ally1 resolve1 9 ! cu/om]1 mu/ be induc$ by sugge/ion4 ,he mu/ =get himself & 8 own s5ses1 ultimately2 or at lea/1 he mu/ h _h all 8 faculties s br\ght into h>mony ) ^? ( ! salesman t he readily accepts ! salesman's ideas4 8,if y rememb] t sugge/ion is m]ely ! work+ ( ! subjective m5tal =ce10 says ,mr4 ,%eldon1 8& if y consid] t ! activity ( ! subjective m9d is 9 ratio to ! /r5g? & dep? ( ! sugge/ion1 y h a pretty cle> idea ( ! use t may be made ( sugge/ion 9 ! progress ( a sale40 ,i h he>d ! /ory ( a prea*]1 9 ,wa%+ton1 :o told 8 congregation s dramatically & s conv9c+ly t all humanity 0 hang+ ov] hell by ! s+le ?read ( a cobweb1 t1 :5 ! climax 0 rea*$1 "o man1 a v le>n$ "o too1 0 cl++ frantically to a pill>4 ,! simple /udy ( psy*ology reveals t ! activities ( ! w mu/ be /irr$ up by approa*+ & captur+ ! outly+ s5t9els1 namely ! intellect & feel+s4 ,we get att5tion ?r\gh ! s5ses1 increase att5tion to int]e/ ?r\gh ! intellect1 *ange int]e/ to desire ?r\gh ! feel+s1 & f9ally1 9 decision we h induc$ ! w to act4 ,to be sure1 !re is no ma!matical divid+ l9e1 no ar*itecturally app>5t flights ( /eps2 nev]!less1 ! true salesman is p]fectly consci\s ( ! diff]5t /ages ( progress ( ! cu/om]'s m9d1 & he leads him easily & naturally f "o to ! o!r4 ,! importance ( ?is po9t 9 sell+ is emphasiz$ by a writ] 9 8,bus9ess ,philosoph]10 :o says3 8,x is j z reasonable to expect y\r prospect to rea* a favorable decision )\t fir/ hav+ be5 br\ght ?r\gh ! ?ree e>li] /ages--att5tion1 int]e/ & desire--z to expect wat] to run up hill40 ,a sale is a m5tal process1 & dep5ds l>gely ^u ! quality & ! int5sity ( ! m5tal sugge/ion1 & ! confid5ce communicat$ to ! w\ld-be pur*as]'s m9d4 ,sugge/ion is prop]ly us$ 9 ! conduct ( a sale :5 x is unobtrusive1 & 9 no way savors ( ! pomp\s1 swagg]+1 hypnotic me?ods ( ! imp]t95t intrud]4 ,sugge/ion %\ld be 8hone/ & well aim$40 ,x %\ld help ! cu/om]'s m9d & inspire confid5ce4 ,sugge/ions to ! cu/om] %\ld h = _! object 8n to ov]come or de?rone ! w1 b simply to guide & influ5ce x40 ,hypnotism1 consi/+ 9 de?ron+ a man's w1 is 8! complete sett+ aside ( ! objective m9d40 ,e salesman %\ld /udy psy*ology4 ,he %\ld be able to und]/& ! m5tal laws by :i* ! m9d ( 8 prospect acts1 s z to be able to read 8 m5tal op]ations4 ,"* is l>gely made up ( sugge/ion2 life is l>gely bas$ ^u x4 ,salesman%ip is pretty ne>ly all sugge/ion4 ,! salesman %\ld always keep 9 m9d ?is great tru?1--8,! greate/ art is to conceal art40 ,sugge/ion1 by its v nature1 is subtle1 if rightly us$4 ,! salesman :o has great skill 9 ! use ( sugge/ion helps ! m9d ( ! cu/om]1 )\t mak+ him feel t any influ5ce is be+ ex]t$4 ,he leads 8 cu/om] to buy aft] ! same me?od by :i* ,pope sugge/s m5 %\ld be taught3 8,m5 mu/ be taught z if y taught !m n1 ,& ?+s unkn[n propos$ z ?+s =got40 ,let ! cu/om] feel t he is buy+1 n t y are sell+ to him4 ,pr(essor ,hugo ,mn/]b]g1 9 an article on ! psy*ology ( salesman%ip1 said3 8,if ! cu/om] kn[s exactly :at he wants1 & has made up 8 m9d1 no sugge/ion is ne$$40 ,x is !n a case ( lett+ well en\gh alone4 ,an ill-tim$ or negative sugge/ion may spoil a sale1 z 9 ! foll[+ in/ance4 ,a f>m] once w5t to t[n to buy a self-b9d]4 ,he look$ at "o b9d] & 0 s well satisfi$ t he 0 ab\t to buy x4 ,at ?is po9t ! salesman said3 8,i'll tell y1 ?is b9d] has giv5 u v little tr\ble40 ,n[1 ?is f>m] wasn't look+ = a b9d] t 0 go+ to give him ev5 a little tr\ble4 ,he _h tr\bles ( 8 own4 ,t "o sugge/ion sc>$ him away4 ,he w5t out & b\ght a b9d] f a salesman :o said1 8,?is b9d] has giv5 u excell5t satisfaction40 ,9 ! (fices ( a ,new ,york bus9ess h\se !re is a quotation fram$1 :i* s]ves ! purpose ( a v effective sugge/ion4 ,?is h\se is 9 ! pap] bus9ess1 &1 naturally1 !y wi% to impress ^u all buy]s ! value ( us+ good quality pap]4 ,"h is ! quotation :i*1 ,i am sure1 has sugge/$ to _m cu/om]s ! advisability ( buy+ good quality pap]3 8,a pr9t] rec5tly utt]$ ?is tru?3 #8,pr9t+ doesn't improve ! pap] any1 b1 = a c]ta9ty1 good pap] adds consid]ably to ! appe>ance & wor? ( pr9t+4'0 ,psy*ology 9 sell+ is 9 reality only a new "n = ! pr9ciples :i* good bus9ess m51 exp]t salesm51 h us$ 9 all times4 ,diplomacy1 tact1 *e]fulness1 ! good-w habit1 & ! sugge/ion ( confid5ce--all ^! =m an important "p ( bus9ess psy*ology4 ,,*apt] ,,xii ,,! ,,=ce ,,( ,,*e]ful ,,expectancy ,! habit ( expect+ great ?+s ( ourselves1 expect+ ! be/ ?+s to come to u1 calls out ! be/ t is 9 u & br+s ! be/ to u4 ,anybody c get 8no0 = an answ]4 ,a negative attitude attracts a negative response--& mo/ p become negative )\t realiz+ x4 ,if ,i _h a s*ool ( salesman%ip ,i w\ld make a specialty ( ! philosophy ( expectancy4 ,i w\ld nev] lose an opportunity ( driv+ home ?is philosophy ( expect+ to make good4 ,i w\ld drive home ?is lesson ( expect+ success1 expect+ to w9 out1 until x %\ld become a dom9ant note 9 ! salesman's life4 ,:5 a boy ,i us$ to g tr\t fi%+ 9 a r\gh ,new ,hamp%ire /ream ) a not$ fi%]man4 ,he und]/ood ! tr\t & _! habits2 he knew :]e ! good holes 7 & ! rocks beh9d :i* ! big tr\t 7 wait+4 ,i w\ld fi% on "o side ( ! /ream & he on ! o!r1 & he w\ld cat* z _m tr\t z he c\ld c>ry1 :ile ,i caught v few4 ,:5 ?is man />t$ out to fi% he w\ld say he knew t he 0 go+ to get a big /r+ ( tr\t4 ,:5ev] he ?rew 9 8 l9e he expect$ to get a tr\t4 ,i1 on ! o!r h&1 _h no su* hope or confid5ce1 ,i did n "k tr\t & _! habits z he did1 & ,i did n expect to cat* any4 ,! consequ5ce 0 ,i h>dly ev] got a bite1 :ile ! tr\t ne>ly always w5t to 8 hook4 ,?is is j ! diff]5ce betwe5 a crack]-jack salesman & a poor "o4 ,! =m] kn[s 8 bus9ess ?or\ghly & expects to succe$4 ,he approa*es 8 prospect ) ! air ( a conqu]or1 z a man 9 ! habit ( w9n+4 ,! latt] is n well po/$1 or he fe>s he won't succe$4 ,he goes to 8 prospect 9 fe> & trembl+1 ) d\bt 9 8 m9d4 ,he doesn't believe he w get an ord]1 &1 ( c\rse1 he doesn't4 ,y %\ld approa* e prospect c\rage\sly1 confid5tly1 n only at ! top ( y\r physical condition1 b also at ! top ( y\r m5tal condition4 ,y positively mu/ be hopeful1 y mu/ expect to take an ord]4 ,d\bt1 fe>1 or anxiety w que] y\r sale1 because y w communicate :atev] is 9 y\r own m9d to y\r prospective cu/om]4 ,we radiate our moods4 ,our d\bts & fe>s are v contagi\s4 ,if y c>ry y\r goods 9 a he>se y w n sell !m4 ,d n approa* a cu/om] ) a long1 sad1 disappo9t$ c\nt5ance1 z ?\gh y _h j return$ f a fun]al4 ,rememb] y are a salesman1 n an und]tak]4 ,g to him ) a face fill$ ) hope & *e]1 ) confid5ce & assurance4 ,if y are a w9n]1 y\r :ole canvass w be conduct$ z ?\gh y expect$ to *ange ! prospect's m9d be=e y get ?r\gh ) him1 no matt] h[ antagoni/ic he may be1 or h[ det]m9$ at ! outset n to pur*ase4 ,!re is a good deal ( tru? 9 ! rem>k1 8,if y _c le>n to smile1 y _c le>n to sell40 ,! be/ salesm5 are *e]ful1 optimi/ic1 hopeful4 ,!y appreciate ! comm]cial value ( a smile1 ( always look+ pleasant4 ,optimism is contagi\s4 ,ev]ybody likes a sunny s\l4 ,i knew a "y man :o w\ld n impress p z hav+ any m>k$ ability1 & yet ?is "y man got fifte5 ?\s& doll>s sal>y1 & did bus9ess en\gh to w>rant x4 ,he _h a p]fect g5ius = mak+ fri5ds4 ,p seem$ to be drawn to him z naturally z iron fil+s are attract$ to a magnet4 ,ev]y:]e he w5t he 0 ! c5t] ( a circle1 :e!r on a tra91 9 a /ore1 or 9 a hotel corridor4 ,ev]ybody want$ to get ne> him4 ,he seem$ to radiate a he>ty good *e] & good-w t[>ds ev]ybody4 ,!re 0 no?+ mean or n>r[ ab\t him4 ,he 0 g5]\s to a fault4 ,he 0 always ready to jump up & grip y by ! h& & %ake x z if he 0 really delight$ to see y--& he 04 ,!re 0 no?+ put on4 ,he lov$ ev]ybody & want$ to help !m4 ,he 0 9 "s ways n a good bus9ess man1 b 8 cu/om]s always anticipat$ 8 visits1 & w\ld say1 8,isn't x ab\t "t = ,*>lie to be ar\nd8 ,x does "o good to see t fell[4 ,he is all sun%9e40 ,ev]ybody knew him on 8 ,we/]n r\te1 :i* he travel$ = ye>s4 ,! hotel cl]ks all lik$ him & !y tri$ to give him ! be/ room possible :5ev] he came1 (t5 sav+ "o = him = days4 ,he 0 always giv5 ! be/ seat 9 ! d9+-room & ! be/ wait]1 & :5 ! ord]s 7 call$ (f 9 ! kit*5 ! wait] w\ld say1 8,give me an ,al /eak = ,*>lie1 = he is su* a good fell[40 ,:]ev] he w5t ! door flew op5 to him4 ,he did n h to pu% h>d1 z o!rs d1 to get 91 = ev]ybody knew t :5 he came x meant a good laugh & pleasant memories4 ,a /rong det]m9ation & t5aci\s p]si/5ce w sometimes enable a man to become a fair salesman1 ev5 :5 he lacks a pleas+ p]sonality or a p]suasive mann]4 ,he conqu]s f %e] =ce ( cont9ual p\nd+1 until he we>s 8 w\ld-be cu/om] out4 ,b a pleas+ p]sonality1 *>m ( mann]1 a sunny disposition1 an optimi/ic outlook ^u life1 g5u95ess1 hone/y ( purpose1 & simplicity1 :5 accompani$ by a positive m5tality & robu/ det]m9ation1 are ! qualities :i* w9 out 9 a big way4 ,ev]y?+ dep5ds ^u ! attitude ( m9d ) :i* y approa* a difficulty4 ,if y are c[$ be=e y beg91 if y />t out ) an admission ( weakness1 a tacit ackn[l$gm5t ( y\r inability to meet ! em]g5cy t confronts y1 y are =$oom$ to failure4 ,y\r :ole attitude lacks ! magnetism t attracts success4 ,a book ag5t sometimes comes into my (fice1 & ,i "k by ! way he ent]s t he does n expect to make a sale4 ,in/ead ( walk+ ) 8 head up1 ) an air ( confid5ce & assurance1 he sneaks 91 apologizes1 & asks me to please d him ! honor to give him two or ?ree m9utes ( my valuable "t4 ,he has lo/ 8 fir/ *ance by mak+ a bad impression ^u me1 & x takes m "t ?an ,i c give him to ov]come x4 ,he is beat5 be=e he beg9s4 ,q ano!r sort ( ag5t calls on me occasionally1 & ,i always buy f him :e!r ,i want :at he has = sale or n4 ,he ent]s ) su* an air ( mode/ assurance1 su* confid5ce & expectancy 9 8 be>+2 he is s *e]ful & int]e/+1 t ,i positively _c turn him d[n4 ,he w9s at ! v outset by mak+ a good1 quick impression ^u me1 & gett+ my confid5ce4 ,dr4 ,frank ,crane1 9 an article on 8,a ,consum]'s ,views on ,salesman%ip10 gives ! salesm5 among o!r valuable po9ts1 ^!3 8,fir/ ( all1 be good-natur$4 ,i "h & n[ confess t n9e-t5?s ( :at induces me to buy1 is ! ability ( ! sell] to jolly me along4 ,*e]fulness & signs t y feel good1 enjoy life1 & are full ( glee inside1 are bett] ?an a lett] ( introduction f ,mr4 ,rockefell]4 ,avoid p]sonal intimacies4 ,let me talk ab\t myself1 & look int]e/$ :ile ,i am expla9+1 b don't speak ( y\rself any m ?an y c help4 ,take an ax & *op ! pron\n #8,i' out ( y\r vocabul>y4 ,:at d y c>e8--,jolly me along40 ,:5 ,dr4 ,crane says to 8jolly0 him along1 he does n mean t a salesman %\ld be frivol\s1 or deceitful4 ,he simply means t he ought to make a cu/om] feel good1 make him realize 8 importance4 ,%[ y\r cu/om] t y are int]e/$ 9 8 ne$s & 8 problems4 ,if y really believe 9 y\r he>t1 & expect1 t y are go+ to sell1 y w communicate y\r fai? to y\r prospect4 ,?is fai? sugge/ion1 if vigor\sly back$ by ! magic ( polite p]si/5ce1 & consi/5t *e]fulness1 w t5d to produce results l itself1 j z ! d\bt1 ! failure sugge/ion1 produces a failure result4 ,,*apt] ,,xiii ,,! ,,g5tle ,,art ,,( ,,p]suasion ,he is great :o c alt] my /ate ( m9d4--,,em]son4 8,don't /ruggle up hill :5 y c "w on ! level40 ,:5 ,i 0 editor ( a big magaz9e ,i s5t an assi/ant to int]view a "y man :o _h _h mo/ rem>kable success 9 ! life insurance bus9ess1 to get f him ! secret ( 8 rapid rise4 ,:5 my assi/ant return$ ,i ask$ him if he _h succe$$ 9 gett+ 8 int]view4 8,no10 he said1 8b ! insurance manag] got me to take out q a l>ge insurance policy40 ,?is 0 a triumph ( ! art ( salesman%ip4 ,! insurance man actually made 8 w\ld-be int]view] =get :at he _h gone aft]1 & induc$ him to buy some?+ he _h n be=e ?\ght ( buy+1 yet some?+ :i*1 und\bt$ly1 x 0 to 8 advantage to buy4 ,:y is x t "o man w s easily *ange our :ole m5tal attitude & make u d volunt>ily ! v ?+ t we _h no idea ( do+ an h\r be=e1 & ?\ght we nev] c\ld d1 :5 ano!r might h talk$ to u until doomsday ab\t ! same ?+1 & nev] *ang$ our m9d a p>ticle reg>d+ x8 ,:y is x t "o man w conv9ce u t we ought to buy an article :i* we 7 sure a few m9utes be=e t we n only did n ne$ or desire1 b "u no circum/ances w\ld buy8 ,because he is a pa/ ma/] ( ! g5tle art ( p]suasion4 ,h[ little we realize :at a l>ge "p p]suasion plays 9 our life4 ,! cl]gyman1 ! tea*]1 ! lawy]1 ! bus9ess man1 ! salesman1 ! p>5t1 ea* is try+ to p]suade1 to influ5ce1 to w9 ov] o!rs to 8 way ( ?9k+1 to 8 pr9ciples1 to accept 8 ideas4 ,"s *>act]s are s tactful1 s sunny1 s bright1 *e]ful1 & attractive t !y nev] h to =ce or ev5 to reque/ an entrance any:]e4 ,! door is flung wide op5 & !y are invit$ to ent]1 j z we invite beauty1 lovel9ess & sun%9e to ent] our m9d4 ,_! v pres5ce has a subtle influ5ce 9 soo?+ & pleas+4 ,!y "k h[ to p]suade almo/ )\t utt]+ a ^w4 ,( ! _m elem5ts :i* ent] into sci5tific salesman%ip1 none is m ess5tial ?an t ( p]suasion4 ,a salesman (t5 f9ds a w\ld-be cu/om]'s m9d absolutely oppos$ to 84 ,he does n want ! m]*&ise1 or at lea/ he ?9ks he does n1 & is det]m9$ n to buy x4 ,he braces himself aga9/ all possibility ( p]suasion1 ( be+ influ5c$ to d :at he has decid$ n to d4 ,a little lat]1 h[ev]1 he *e]fully buys ! article1 pays = x1 & feels sure he really wants x4 ,8 entire attitude has be5 *ang$ by ! art ( p]suasion1 ( w9n+ ov]1 :i* 0 all done by successive logical /eps1 ea* ( :i* _h to be tak5 9 ord]1 or failure w\ld h result$4 ,! fir/ /ep 0 to get ! man's att5tion1--o!rwise ! salesman c\ld h done no?+ ) him4 ,?is ( itself is (t5 a difficult matt]--to get ! att5tion ( a man :o is det]m9$ n to look at y\r goods1 :o _h made up 8 m9d n to buy1 & is brac$ aga9/ y4 ,b a good salesman does n try to p]suade a man to buy until he has n only secur$ 8 att5tion1 b also ?or\ghly int]e/$ him 9 8 proposition4 ,!n he ar\ses 8 desire to possess ! ?+ he has = sale1 & :5 ?is is done1 ! sale is practically ov]4 ,i 0 talk+ rec5tly ) "s fri5ds ab\t ! rapid rise ( a "y salesman :i* surpris$ ev]ybody :o knew him4 ,"o ( my fri5ds said t ! :ole secret 0 8 m>vel\s p[] to p]suade p1 to *ange _! m9d1 to make a prospect see ?+s f 8 po9t ( view4 ,he said he _h nev] be=e met ano!r man :o _h su* rem>kable success 9 *ang+ ano!r's m9d to 8 way ( ?9k+4 8,& ?is10 he add$1 8is ! ess5ce1 ! qu9tess5ce1 if y w1 ( salesman%ip--! p[] to make ano!r see ?+s z we see !m40 ,p]suasive p[]1 ! ability to w9 o!rs ov] to our way ( ?9k+1 our way ( look+ at ?+s1 is n a simple quality4 ,x is 9 reality made up ( _m admirable qualities :i* h m to d ) ! he>t ?an ! head4 ,x is "o ( ! lovable traits ( human nature1 :i* enables "o to w9 out 9 _m in/ances :]e head qualities w\ld be ( no avail4 ,! be/ & mo/ successful tea*]s are n always ! mo/ le>n$1 b ^? :o get hold ( ! he>ts ( _! pupils1 ^: k9dness1 p]sonal int]e/1 & sympa?y inspire !m to d _! be/4 ,! same qualities :i*1 ap>t f s*ol>%ip1 make ! be/ tea*]s1 also make ! be/ salesm54 ,:ile education & intellig5ce are indisp5sable1 x is n s mu* sm>tness1 long-head$ness1 cunn+1 z ! w>m human he>t qualities :i* make a salesman popul> & successful4 ,!re is a sort ( hypnotic p[] :i* passes = p]suasiv5ess1 & enables a man to get ord]s at ! outset1 b x is n bas$ on hone/y1 & 9 ! long run s]i\sly hurts a man's bus9ess4 ,a magnetic1 spellb9d+ salesman w (t5 br+ to 8 h\se l>g] ord]s ?an "s o!r salesman1 b 9 ! end w lose cu/om]s & injure himself & 8 conc]n1 :ile ! "o :o does n sell ne>ly z mu* to />t ) w make _m m fri5ds1 & w hold 8 cu/om]s1 because he looks out = _! int]e/1 & only tries to sell !m :at is to _! advantage to buy4 ,he w n "w (f a l>ge bill ( goods ^u !m :i* he kn[s 9 8 he>t !y %\ld n buy4 ,he /udies _! ne$s1 & s w9s _! confid5ce & good-w4 ,! ability to make o!rs ?9k z y d is a trem5d\s p[]1 & c>ries great responsibility4 ,if x is n k9dly & hone/ly us$ x w prove a boom]ang & injure mo/ ! "o :o uses x4 ,he w soon become kn[n z a 8spellb9d]10 & p w n d bus9ess ) him4 ,m]e 8palav] & s(t soap0 d n cut ne>ly s mu* ( a figure 9 salesman%ip z =m]ly4 ,! "t has gone by =ev] :5 a salesman is *iefly measur$ by 8 ability to tell good y>ns & crack jokes ) 8 prospects4 ,hone/y fir/1 is ! bus9ess slogan to-day4 ,spellb9d+ me?ods are n 9 dem&4 ,:ile y may1 & %\ld1 be z affable z y please1 y mu/ be ?or\ghly s9c]e4 ,ev5 9 try+ to approa* a man ?r\gh 8 hobby1 great caution mu/ be us$4 ,if he is a %rewd1 long-head$ man he is go+ to see ?r\gh any subt]fuge1 & if he gets ! slighte/ idea t y are try+ to 8/r+0 him1 or if he sees ! slighte/ evid5ce ( ins9c]ity or cunn+1 if he sees any plot back ( y\r eye1 y\r game is up4 ,we mu/ fir/ believe 9 a man's integrity1 ev5 ?\gh he may deceive u1 be=e he c p]suade u to d :at we ?\ght we w\ld n d4 ,to-day x is ! clean1 /raight-f-!-%\ld] talk1 cold facts t ! av]age bus9ess man wants4 ,yet ! m5 ( p]suasive p[]s c pres5t ^? facts 9 su* a way t ! prospect w be made to feel t ! salesman is 8 fri5d & act+ entirely 9 8 int]e/4 ,no man reli%es ! idea ( be+ 8manag$10 &1 no matt] h[ mu* he loves flatt]y1 he w "q y\r motive if y attempt x4 ,v tactful & j praise1 h[ev]1 w help y\r cause consid]ably ) ! av]age man4 ,rememb] t y\r prospect w be always on 8 gu>d aga9/ any sort ( deceit4 ,he w be look+ = evid5ces ( ins9c]ity4 ,he has no int5tion ( all[+ himself to be dup$ or gull$4 ,above all1 rememb] t !re is no sub/itute = s9c]ity 9 any field4 ,!re is no?+ t w take ! place 9 our lives ( absolute transp>5cy1 simplicity1 hone/y1 k9dness4 ,! ,gold5 ,rule is ! only rule ( conduct t w br+ true success 9 any bus9ess4 ,,*apt] ,,xiv ,,help+ ,,! ,,cu/om] ,,to ,,buy ,satisfi$ cu/om]s are a p]petual lip-to-lip adv]tisem5t4 8,help y\r cu/om] to buy4 ,don't m]ely sell to him40 ,a ,quak] m]*ant :o _h made a =tune 9 ,liv]pool1 :5 ask$ h[ he _h made x1 repli$1 8,by a s+le article ( trade 9 :i* e "o may deal :o pleases--civility40 ,?is self-same 8article ( trade0 has be5 ! mak+ ( ! celebrat$ ,bon ,m>* 9 ,p>is4 ,! cl]ks 9 ?is fam\s e/abli%m5t are in/ruct$ to %[ p1 :e!r cu/om]s or n1 e possible consid]ation4 ,/rang]s 9 ,p>is are invit$ to visit ! ,bon ,m>*1 & are tak5 9 h& ! mom5t !y ent] ! /ore by ^? :o c speak _! language1 are %[n ov] ! :ole place1 & e possible att5tion paid to !m1 )\t ! slighte/ influ5ce be+ br\ght ^u !m to pur*ase4 ,a simil> c\rtesy is %[n visitors 9 _m well-kn[n ,am]ican conc]ns4 ,x is ! s]vice we are n oblig$ to give t p value mo/4 ,ev]ybody kn[s t ! salesman is suppos$1 at lea/1 to treat a cu/om] dec5tly2 b ! ov]-plus ( s]vice1 ! extra c\rtesy & k9dness1 ! _s ( accommodation1 ! desire to be oblig+1 ! pati5ce & helpfulness 9 try+ to r5d] ! greate/ possible s]vice--^! are ! ?+s cu/om]s appreciate mo/ highly1 & ^! are j ! ?+s t tie cu/om]s to c]ta9 h\ses4 ,:e!r y are a travel+ salesman or sell+ ?+s beh9d a c\nt]1 no?+ w add m to y\r success ?an ! practice ( t helpful c\rtesy :i* is dictat$ by ! he>t r ?an ! head1 or by m]e conv5tion4 ,do+ a cu/om] a good turn has prov$ ! turn+ po9t 9 _m a c>e]4 ,no?+ w make su* a good impression ^u an employ] z ! c\rtesy ( an employee :o has s +ratiat$ himself into ! he>ts ( 8 cu/om]s1 & s ende>$ himself to !m1 t !y w always seek him out & wait to buy f him ev5 at great inconv5i5ce to !mselves4 ,e employ] kn[s t a cl]k :o attracts trade is wor? t5 times z mu* z "o :o drives x away4 ,x is said t :5 ,john ,wanamak] w5t into bus9ess1 he paid a salesman ?irte5 hundr$ doll>s ! fir/ ye>1 :i* 0 equal to all ! re/ ( 8 capital4 ,he did ?is because ( ! man's wond]ful p]sonality1 8 ability to attract trade1 to please & hold cu/om]s s t !y w\ld come aga94 ,i "k a man :o has built up a big bus9ess l>gely because he is always try+ to accommodate 8 cu/om]s1 to save !m exp5se1 or to assi/ !m 9 buy+ ?+s :i* he does n c>ry4 ,to-day our l>ge bus9ess h\ses make a great po9t ( pleas+ cu/om]s1 ( oblig+ !m & cat]+ to _! com=t 9 e possible way4 ,wait+-rooms1 read+-rooms1 ) /ation]y1 att5dants1 & ev5 music & o!r =ms ( ent]ta9m5t1 are furni%$ by _m ( !m4 ,!re is a premium ev]y:]e ^u c\rtesy & good mann]s4 ,!y are tak5 into consid]ation 9 hir+ employees j z mu* z g5]al ability4 ,great bus9ess firms f9d x is impossible to c>ry on ext5sive trade )\t ! practice ( c\rtesy1 & !y vie ) "o ano!r 9 secur+ ! mo/ affable1 & mo/ oblig+ employees possible 9 all dep>tm5ts4 ,!y look ^u _! employees z ambassadors repres5t+ !m 9 _! bus9ess4 ,!y "k t !y _c af=d to h _! int]e/s jeop>diz$ by objectionable1 indiff]5t cl]ks4 ,!y "k t x w n pay to build attractive /ores1 to adv]tise & display _! goods1 to d ev]y?+ possible to br+ cu/om]s to !m1 & !n h !m turn$ away by disagreeable1 repell5t cl]ks4 ,_m "y m5 go+ into bus9ess seem to ?9k t price & quality are ! only elem5ts t ent] into competition4 ,!re may be a score ( o!r reasons :y cu/om]s flock to "o /ore & pass by a doz5 half-empty /ores on _! way4 ,_m p nev] le>n to dep5d ^u !mselves 9 _! buy+4 ,!y d n tru/ _! own judgm5t1 b dep5d ^u ! cl]k :o waits on !m4 ,a cl]k :o kn[s 8 bus9ess c assi/ a cu/om] wond]fully 9 a v delicate way1 by sugge/ion1 by 8 k ( goods1 ( qualities1 ( fabrics1 ( durability4 ,! c\rtesy & affability ( cl]ks 9 "o /ore pull ?\s&s ( cu/om]s "r pa/ ! doors ( rival e/abli%m5ts :]e ! cl]ks are n s agreeable or accommodat+4 ,ev]ybody appreciates c\rtesy & an oblig+ disposition1 & a p]sonal int]e/ goes a great way 9 attract+ & hold+ cu/om]s4 ,mo/ ( u are will+ to put ourselves to "s tr\ble to patronize ^? :o %[ a disposition to help u1 to r5d] u real s]vice4 ,:at is true 9 reg>d to ! man or woman :o sells 9 a /ore applies ) equal or ev5 great] =ce to ! man :o goes on ! road to sell4 ,! motto ( a well-kn[n salesman1 8,help y\r cu/om] to buy1 don't m]ely sell to him10 is "o t x w\ld pay e salesman to adopt4 ,put y\rself 9 y\r cu/om]'s place1 help him ) y\r k ( :at he really ne$s2 mix sympa?y1 k9dl9ess1 helpfulness ) y\r sales2 y c give him a lot ( valuable po9ts4 ,y are travel+ all ! "t & con/antly com+ 9 contact ) new ideas2 give him sugge/ions f o!r m]*ants 9 8 l9e4 ,a wide-awake1 progressive salesman1 )\t violat+ confid5ces1 c help 8 cu/om]s wond]fully by keep+ !m po/$ on :at 8 competitors are do+1 on ! late/ ideas 9 8 l9e1 ! new & orig9al me?ods4 ,y may "k ( "s novel & /rik+ me?ods ( rea*+ ! public1 ( display+ m]*&ise & arrang+ /ore w9d[s1 or ( rea*+ cu/om]s ?r\gh unique local adv]tis+4 ,give y\r cu/om] e sugge/ion y c4 ,y may see t he is a good bus9ess man 9 _m respects1 b s]i\sly lacks some?+ :i* y c\ld help him to supply4 ,if he f9ds y are always try+ to help him1 t e "t y come r\nd y give him "s good sugge/ions1 x w be pretty h>d = y\r competitor to get 8 ord]4 ,he w prize a man :o gives him helpful sugge/ions4 ,= in/ance1 a salesman ,i "k1 :o travels = a cutl]y & h>dw>e conc]n1 makes a specialty ( keep+ 8 cu/om]s po/$ z to ! arrangem5t ( goods to ! be/ advantage 9 w9d[ display4 ,he keeps track ( ! late/ ideas1 new wr9kles 9 8 l9e1 & gives 8 cu/om]s ! b5efit ( !m4 ,if he sees t any ( !m are gett+ into ruts1 or t !y d n h good bus9ess sy/ems1 v tactfully1 )\t (f5d+ !m1 he sugge/s c]ta9 new devices1 say1 = sav+ exp5se1 little %ort-cuts 9 bus9ess me?ods1 new ideas 9 fil+ cab9ets1 or "s o!r labor or "t-sav+ device :i* x w be to _! advantage to adopt4 ,9 8 k9dly1 unobtrusive way ! man b9ds 8 cu/om]s to him by b&s ( /eel s t no o!r salesman w\ld h any %[ :atev] 9 gett+ !m away f him4 ,he has built up su* a l>ge patronage = 8 h\se t rival h\ses h made him mo/ tempt+ (f]s = 8 s]vices4 ,! extra s]vice = :i* he is n paid does m 9 help+ ?is man to get & hold cu/om]s ?an ! actual r\t9e = :i* he receives 8 sal>y4 ,bus9ess m5 :o are at a di/ance f ! big c5t]s ( trade fully realize :at ?is extra s]vice means to !m1 & are glad to keep 9 t\* ) a helpful1 up-to-date salesman4 ,i "k a successful m]*ant :o is s afraid t 8 bus9ess w get into a rut1 t 8 /&>ds w det]iorate ?r\gh famili>ity ) 8 surr\nd+s1 t e little :ile he invites fri5ds to g all ?r\gh 8 e/abli%m5t 9 ord] to get ! advantage ( _! fre% impressions1 _! criticisms & sugge/ions4 ,! salesman %\ld always rememb] t he has an opportunity to pick up a great _m new1 progressive ideas :i* cu/om]s1 :o are closely conf9$ to _! bus9ess or :o d n h ! "t to g ab\t mu*1 w\ld n be likely to "k ab\t1 & he c r5d] !m1 z well z himself1 a v great s]vice by keep+ !m po/$ & up-to-date4 ,travel+ salesm5 are also travel+ bus9ess tea*]s4 ,i "k ( no "o quality :i* w help a salesman s mu* z an oblig+ _s1 ! desire to be helpful1 to accommodate1 & to assi/ buy]s4 ,l>ge jobb+ conc]ns are f9d+ t x is to _! own int]e/ to look aft] ! int]e/s ( _! cu/om]s1 to aid !m 9 e possible way1 su* z sugge/+ attractive ways ( adv]tis+1 giv+ !m new ideas & sugge/ions z to ! be/ arrangem5t ( _! m]*&ise & advis+ !m on o!r important po9ts4 ,_m l>ge conc]ns aid _! cu/om]s f9ancially4 ,mr4 ,h4 ,n4 ,hig9bo?am1 ,m>%all ,field's well-kn[n cr$it man1 0 not$ = help+ cu/om]s1 especially :5 !y 7 f9ancially emb>rass$4 ,he (t5 assi/$ !m to get mortgages & loans1 &1 9 fact1 frequ5tly made p]sonal loans to ! cu/om]s ( 8 h\se4 ,( c\rse affairs ( ?is sort mu/ g to ! cr$it man1 b at ! same "t a salesman (t5 leads up to !m1 & ?us relieves ! emb>rassm5t ( cu/om]s4 ,"s "t ago a manag] ( a l>ge conc]n told me t he help$ a cu/om] to get a ?irty-?\s&-doll> mortgage on 8 prop]ty1 an accommodation he 0 n able to get at ! bank on a /rictly bus9ess basis4 ,_m small h\ses1 especially 9 ! ,we/1 h come to look ^u ! jobb+ & :olesale h\ses !y trade ) z real fri5ds1 & :5ev] !y are h>d pu%$ = money !y are ! fir/ places !y g to = help4 ,hundr$s ( ,we/]n conc]ns1 ?r\gh ! initiative ( ! salesman1 owe _! prosp]ity to-day to ! assi/ance ( ! jobb+ h\se :i* c>ri$ !m ?r\gh h>d times4 ,:5 !y c\ld n h secur$ ! ready ca% !y ne$$ ^u purely bus9ess gr\nds1 firms accommodat$ ?r\gh ! ef=ts ( a salesman become life cu/om]s & a p]petual adv]tisem5t = ! conc]n :i* has help$ !m1 always say+ a good ^w = x :5ev] possible4 ,!re are a hundr$ & "o small ways 9 :i* bo? :olesale & retail salesm5 c accommodate _! trade4 ,be al]t to d all ^! trifl+ p]sonal favors1 :i* mean s mu* & co/ only a little ?\ghtfulness4 ,a ^w ( caution 9 reg>d to promises4 ,gu>d c>efully aga9/ mak+ promises y c't fulfill4 ,9 y\r zeal to help ! cu/om] d n1 = in/ance1 promise deliv]ies t are next to impossible or v h>d = y\r h\se4 ,y !reby hurt y\rself1 y\r cu/om] & y\r firm4 ,be accommodat+1 b always use common s5se4 ,y\r cu/om] may =get a lot ( ?+s :i* y say to him1 b he w n =get h[ y sp5t y\r "t & en]gy 9 try+ to %[ him t :i* w\ld be a real b5efit to him2 y\r ef=t to give him new ideas1 to %[ him h[ he c\ld be a little m up-to-date2 y\r expla9+ to him h[ o!r progressive m5 9 8 own l9e 7 do+ ?+s4 ,!re is no?+ :i* makes a bett] impression on a man or woman ?an ! unselfi% ef=t to please1 to be ( s]vice1 & ! dem& = salesm5 & all sorts ( employees :o w put !mselves out to d ?is is con/antly gr[+4 ,!re 0 a "t :5 human hogs c\ld d bus9ess1 provid$ !y _h ! goods & c\ld deliv] !m1 b all ?is has *ang$2 to-day ! art ( gett+ on 9 ! _w is l>gely ! art ( pleas+4 ,,*apt] ,,xv ,,clos+ ,,! ,,deal ,don't talk y\rself out ( a deal4 ,!re are _m m5 try+ to sell m]*&ise :o are almo/ salesm54 ,!y seem to h ab\t e qualification except+ ! ability to close a sale4 8,brevity is ! s\l ( wit40 ,a man :o 0 wait+ impati5tly outside ! *ur* = 8 family1 ask$ ! janitor if ! pa/or 0 n ?r\gh ) 8 s]mon4 8,yes10 said ! janitor1 8he is ?r\gh1 b he hasn't /opp$ yet40 ,_m a salesman que]s a sale by n /opp+ :5 he is ?r\gh--8 tongue outla/s 8 bra94 ,he has n tact en\gh to see t :5 he has conv9c$ 8 prospect x is "t to close ! deal4 ,o!rs aga9 make ! mi/ake ( l+]+ aft] _! object is accompli%$1 squ&]+ _! own & _! prospect's "t to no purpose4 ,if !re is any?+ a bus9ess man appreciates 9 a call] x is a reg>d = ! value ( 8 "t4 ,e m9ute is preci\s ) a busy man1 & directness1 concis5ess ( /atem5t1 say+ a lot 9 a few words1 always makes a favorable impression4 8,:5 y get :at y w5t aft]1 quit10 said "o big sell+ ag5t ( a national conc]n4 8,_m a sale has be5 que]$ because ! salesman #8/uck gr\nd' aft] he _h sign$ 8 man40 8,i knew a salesman :o put ov] a big deal "o aft]noon4 ,!n he light$ a cig> & sat talk+ ) ! man to :om he _h sold4 ,pres5tly ! telephone rang4 ,x 0 a long-di/ance call f ! buy]'s f9ancial headqu>t]s4 ,evid5tly ! presid5t ( ! conc]n 0 advis+ 8 repres5tative to economize1 to cut exp5ses ev]y:]e he c\ld1 to lay (f m51 & to buy only necessities4 8,i'm glad y didn't g10 said ! buy] to ! salesman1 aft] he _h hung up ! receiv]2 8,i f9d my appropriation has be5 decreas$ & ,i won't be able to take ^? goods n[4 ,?is saves my writ+ y to cancel ! ord]40 8,t salesman always said he talk$ himself out ( t deal4 ,he felt sure t if he _h n be5 !re1 ! buy] w\ld h kept ! goods & w\ld h />t$ 8 economy on ! next salesman40 ,"s salesm5 ) _m spl5did qualities talk !mselves out ( bus9ess4 ,!y tire out _! prospect1 bore him1 disgu/ him4 ,!y d n h tact en\gh to see t :5 a prospect beg9s to move ab\t uneasily 9 8 *air & to look ar\nd ! room t he wi%es !y w\ld get out4 ,n[1 :5 a man feels press$ = "t1 or :5 y no long] int]e/ him1 x is a great mi/ake to try to hold him or to recov] 8 lo/ int]e/4 ,x is high "t to /op & close ! deal4 ,brevity & directness are ! v s\l ( bus9ess1 & make a good impression on a bus9ess man4 ,! r\ndab\t talk]1 ! man :o prefaces ev]y?+ ) a long introduction1 ! man :o goes ar\nd & ar\nd half a doz5 times be=e he gets to ! po9t1 tires & irritates a busy man4 ,good bus9ess m5 are direct4 ,!y drive "r to ! m>r[ ( ?+s at ! fir/ plunge2 & :5 a deal is put ?r\gh1 !y want to close & g on to ! next ?+4 ,! clos+ /ep is "o ( ! mo/ important 9 any bus9ess transaction4 ,!re are pl5ty ( salesm5 :o c conduct ! progress ( a sale cle> up to ! po9t ( clos+ ! deal q z well z inf9itely bett] salesm51 b "h !y fall d[n4 ,!y _c ga!r up _! ?reads ( p]suasive argum5t & reason+ to make a successful close1 & :5 !y become panicky !y communicate _! fe> to ! covet$ cu/om]1 & !n ! game is up4 ,l all o!r po9ts ( salesman%ip1 ! quicke/ & ! simple/ way ( tak+ ! f9al /ep is ! be/4 ,clos+ a deal is ! result ( hav+ creat$ an e>ne/ wi% on ! "p ( ! cu/om] = :at y h to sell4 ,he mu/ h ! 8,i want x0 feel+ or y are likely to h tr\ble4 ,if y h made y\r cu/om] want y\r goods1 made him see ! pr(it & ! pleasure t w accrue to him 9 buy+1 !n ! "q ( clos+ ! deal becomes v mu* simplifi$4 ,!re is a s*ool ( exp]ts /rongly incl9$ to :at !y call 8,reason ,:y0 adv]tis+4 ,i ?9k ! 8,reason ,:y0 s*ool is /rongly entr5*$4 ,we buy ?+s because !re are reasons :y we %\ld buy !m1 & ! salesman :o c set =? ! /ronge/ reasons :y1 w h ! lea/ tr\ble 9 clos+ 8 deals4 ,! goods may be all "r 9 !mselves1 b ! sale w n be made unless y c make ! cu/om] see :y he1 p]sonally1 %\ld buy4 ,a %rewd salesman w let 8 prospect or cu/om] h&le ! samples z mu* z possible1 & let him d ! talk+4 ,y wat* him4 ,y w le>n a great deal ab\t ! op]ation ( ! man's m9d4 ,if he %rugs 8 %\ld]s & %akes 8 head :5 he picks up a p>ticul> sample y _h bett] n talk too mu* ab\t t2 x w n pay to try to conv9ce him2 y _h bett] try some?+ else1 at lea/ = ! mom5t4 ,if y see t he is anxi\s to make an impression ^u y by 8 skill & 8 k ( goods1 don't try to swit* him to some?+ else4 ,if he expresses an admiration = a c]ta9 piece ( goods foll[ x up4 ,if x is reg>d+ ! color1 or %ade1 d n g too mu* into ! quality ( ! texture4 ,let him take ! lead4 ,9 clos+1 always look = a peaceful & *e]ful surr5d] ( ! w4 ,if ! /&>ds ( ! h\se are high1 & if ! goods are ( a high quality1 ! cu/om] w feel q reassur$ 9 surr5d]+ 8 w to t ( ! salesman4 ,he really ?9ks 8 w is decid+4 ,v (t5 he is "r1 b x is ! duty ( ! salesman to guide ! w ( ! cu/om]1 s t ! "r decision w be made ) ! lea/ loss ( "t & en]gy4 ,! 8w9n]0 salesman does n wait = 8 prospect to say1 8,y c put me d[n = s & s4 ,yes1 ,i'll take t40 ,he uses 8 own positive m9d to guide & br+ to a focus ! vacillat+1 almo/-decid$ m9d ( ! prospect1 = he kn[s f exp]i5ce t ! temptation ( mo/ buy]s is to hang (f1 to wait4 ,kn[+ ! processes ?r\gh :i* 8 prospect's m9d is pass+1 he seizes ^u ! psy*ological mom5t to close up ! ?+1 to br+ ! man's m9d to a decision4 ,always be ready to close4 ,h pl5ty ( well-%>p5$ p5cils1 a f\nta9 p5 9 good work+ ord]1 clean ord] blanks1 & e facility at h& = sign+ ord]s4 ,! cu/om] %\ld n be expect$ to fill 9 "n1 facts or figures any m ?an is absolutely necess>y4 ,:5 ask$ to sign 8 "n1 ! salesman %\ld indicate cle>ly ! exact l9e on :i* ! "n %\ld be writt54 ,! idea is to make ev]y?+ s simple & easy t ! m9d ( ! cu/om] does n h a *ance to balk4 ,human nature is peculi>4 ,v (t5 m5 are contr>y4 ,!y w act aga9/ _! own be/ int]e/s1 j because !y ?9k "s "o is try+ to compel !m to d a p>ticul> ?+4 ,we all love fre$om4 ,9 clos+ a deal1 h all m9or po9ts made cle>1 su* z "t ( deliv]y1 me?od ( pack+1 me?od ( deliv]y1 ! way paym5t is to be made1 & all simil> details4 ,,*apt] ,,xvi ,,! ,,greate/ ,,salesman--,,en?usiasm 8,:at are h>d%ips1 ridicule1 p]secution1 toil1 sickness1 to a s\l ?robb+ ) an ov]ma/]+ en?usiasm80 ,en?usiasm is ! be/ salesman4 ,cultivate x2 x is contagi\s4 ,y c't build a fire ) ! fuel all wet4 ,:y is x t "o salesman c (t5 accompli% ?ree or f\r times z mu* z ano!r8 ,! diff]5ce is n always t ( ability4 ,x is (t5 a diff]5ce 9 ! ef=t--9 ! "* ( ! ef=t4 ,"o salesman tries h>d]4 ,he adds en?usiasm & a spl5did ze/ to 8 "w1 :i* increases ! quality z well z ! quantity ( ! result4 ,joy\s zeal1 dead-9-e>ne/ness1 w sell m goods ?an all ! te*nical tra9+ 9 ! _w1 m9us en?usiasm4 ,h[ (t5 h ,i he>d salesm5 say 9 ! morn+ t !y fairly dread$ ! day's "w1 t ! h\rs dragg$ & t !y 7 glad :5 ! ordeal 0 ov]4 ,!y felt no en?usiasm = _! employm5t4 ,c any "o hope to succe$ 9 life :o consid]s a day's "w an ordeal1 :o goes to x z a slave la%$ to 8 task8 ,an employ] measures 8 employees l>gely by ! _s 9 :i* !y d _! "w4 ,! salesman :o goes to 8 task ) en]gy1 det]m9ation1 & en?usiasm1 by 8 v be>+ gives assurance t ! ?+ he und]takes w n only be done1 b w be done z well z x c be done4 ,on ! o!r h&1 :5 a salesman drags himself ab\t z ?\gh exi/5ce 7 a burd51 :5 he takes hold ( 8 "w ) repugnance1 z ?\gh he dread$ x1 x does n take an exp]t judge ( human nature to "k t he w nev] am\nt to any?+4 ,no matt] h[ /rongly & p]fectly con/ruct$1 or h[ p[]ful a locomotive may be1 unless ! wat] is heat$ to two hundr$ & twelve degrees1 ! tra9 w n move an in*4 ,w>m wat]1 wat] at two hundr$ & elev5 degrees w n answ]4 ,! wat] mu/ be at ! boil+ po9t4 ,no matt] h[ f9e a bra9 or h[ good an education a salesman may h1 )\t ! /eam ( en?usiasm1 :i* propels ! human ma*9e1 8 "w w be ineffective4 ,x is ! en?usia/ic man 9 e trade or pr(ession1 ! man ) fire & iron 9 8 blood1 ^: en?usiasm is at ! boil+ po9t1 :o makes ?+s move 9 ?is _w4 ,! half-he>t$1 indiff]5t1 aimless work]1 :o is nev] ar\s$ to ! two-hundr$-&-twelve degree ( live int]e/ & en?usiasm 9 8 especial task1 is head$ = failure4 ,he w nev] be 8 own manag]4 ,he is lucky if he succe$s 9 hold+ d[n ev5 a poor job4 ,! prizes ( life are = ! dead-9-e>ne/ & en?usia/ic4 ,! _w has ev] made way = en?usiasm4 ,x compels m5 to li/54 ,x conv9ces ! mo/ skeptical4 ,z ,bulw]-,lytton once said3 8,no?+ is s contagi\s z en?usiasm2 x is a real allegory ( ! ,lute ( ,orpheus2 x moves /ones2 x *>ms brutes4 ,en?usiasm is ! g5ius ( s9c]ity2 & tru? accompli%es no victories )\t x40 ,k & skill h nev] be5 a mat* = en?usiasm4 ,x multiplies a man's p[]1 raises :atev] ability he has to its highe/4 ,"o tal5t ) en?usiasm back ( x has ev] accompli%$ m ?an t5 tal5ts )\t x4 ,en?usiasm is ! p[d] t drives ! bullet home to its m>k4 ,to produce ! be/ results1 en?usiasm mu/ be /eady1 cont9u\s1 n fitful or unc]ta94 ,i "k a man :o is a valuable solicitor if 8 employ]s c only keep him key$ up to ! "r po9t1 suppli$ ) en?usiasm4 ,:5 8 en?usiasm is at high tide he accompli%es wond]s1 b ! mom5t x ebbs he is good = no?+4 ,& 8 en?usiasm (t5 ebbs2 x is v unc]ta94 ,"o day he w impress y z a p[]ful man1 a man ) great det]m9ation1 vigor & pu%--he makes ev]y?+ move2 !n y meet him on "o ( 8 (f days1 :5 ! tide is out1 & sc>cely "k him4 ,8 m5tality is flabby1 8 c\rage is d[n4 ,he goes ab\t ) a blue & disc\rag$ look1 & is practically good = no?+4 ,b :5 he rallies & 8 c\rage & en?usiasm come back1 he is a regul> giant4 ,if ?is man w\ld le>n to control 8 moods & get complete possession ( himself2 if he w\ld /r5g!n 8 w s t he %\ld always be rul] 9 8 m5tal k+dom1 in/ead ( abdicat+ e n[ & !n & all[+ 8 pessimism1 8 blue moods to take control & rule him1 he w\ld be invaluable--a k+ 9 8 l9e4 ,en?usiasm mu/ be guid$ by level-head$ness or x may defeat its object4 ,"s p all[ _! en?usiasm to run away ) !m & ?us greatly weak5 _! p[] & possibilities4 ,:ile x is an indisp5sable factor 9 salesman%ip1 too mu* en?usiasm develops weakness1 de/roys "o's good s5se & good judgm5t & "o's ability to conv9ce p4 ,& ! p[] ( c>ry+ conviction to ! m9d ( a prospective buy] is ! v m>r[ ( salesman%ip4 ,i h kn[n ov]-en?usia/ic "y salesm5 to be s completely c>ri$ away ) ! possibilities ( :at !y 7 sell+1 to exhibit s little judgm5t & s mu* f]vor 9 _! canvass1 t !y ar\s$ suspicion 9 ! m9ds ( _! prospects z to _! good judgm5t4 ,9 cases ( ?is sort a level-head$ man w say to himself3 8,?is "y fell[ is too wr\ght up ov] ?is article2 he is hypnotiz$ by x & has an exagg]at$ idea ( its m]its4 ,no man 9 ?is /ate ( m9d is reliable2 8 judgm5t is w>p$4 ,he is hone/ en\gh1 b ,i _c af=d to rely on :at he says4 ,he is too en?us$ to be tru/wor?y40 ,y c be z en?usia/ic z y please )\t ov]/epp+ ! b\nds ( reason4 ,! ,a#a salesman kn[s h[ to /e] 8 c\rse betwe5 ! en?usiasm t excites suspicion1 ar\ses di/ru/1 & ! en?usiasm t p]suades & conv9ces4 ,!re is n[ & !n "o :o ) ab\nd+ en?usiasm1 guid$ by good judgm5t & horse-s5se1 p\rs 8 v life into 8 sale1 j z a great advocate fl+s 8 life into 8 plead+4 ,he is ! sort ( man :o w w9 out 9 any proposition he attempts to put ?r\gh4 ,on ! o!r h&1 !re are lukew>m salesm5 :o put s little ( !mselves into _! sale1 s little en?usiasm & ze/1 s little magnetism1 s little diplomacy & tact1 & s little ( ! art ( p]suasion1 t !y rema9 ?ird or f\r? rate all _! lives4 ,!y b>ely get a liv+ 9 a field :]e ! en]getic1 en?usia/ic man makes a =tune4 ,! salesman or o!r work] :o gives only 8 second be/ in/ead ( 8 be/1 :o gives indiff]5ce in/ead ( en?usiasm1 :o doesn't ?9k x wor? :ile to fl+ 8 s\l into 8 "w1 nev] am\nts to mu*4 ,9 an age :5 increas+ /ress is ev]y:]e plac$ on effici5cy1 & yet m effici5cy1 !re is no future = ! indiff]5t4 ,give to ! _w ! be/ y h & ! be/ w come back to y4 ,,*apt] ,,xvii ,,! ,,man ,,at ,,! ,,o!r ,,end ,,( ,,! ,,b>ga9 ,a ,gold5 ,rule = e salesman3 8,put y\rself 9 y\r cu/om]'s place40 ,:5 y are 9 d\bt z to h[ y\r acts w affect ano!r1 y mu/ ask y\rself ?is "q1 8,w\ld ,i l to h "s "o else d ?is to me80 ,na?an ,/rauss1 :5 ask$ :at _h contribut$ mo/ to ! success ( 8 rem>kable c>e]1 repli$1 8,i always look$ out = ! man at ! o!r end ( ! b>ga940 ,he said t if he got a bad b>ga9 himself he c\ld /& x1 ev5 if 8 losses 7 heavy1 b he c\ld nev] af=d to h ! man :o dealt ) him get a bad b>ga94 ,!re is no "o ?+ t has s mu* to d ) a bus9ess man's success z ! absolute confid5ce ( ! public4 ,confid5ce has ev]y?+ to d ) patronage4 ,we l to patronize ! firm :i* has a good reputation1 & _m pref] to pay m = articles 9 a reliable /ore t gu>antees _! quality ?an to buy simil> articles at a mu* l[] price 9 an unreliable /ore4 ,p are afraid to g into unreliable places4 ,!y h a feel+ t !y w be sw9dl$ 9 "s way2 t ! l[] price only cov]s up poor quality4 ,y may br+ cu/om]s to y\r /ore once by %rewd s*emes & adv]tis+1 b y _c hold !m by ?is means alone4 ,unless y satisfy !m1 give !m good value = _! money1 y _c induce !m to come aga94 ,b ! satisfi$ cu/om] is a p]petual adv]tisem5t4 ,he n only comes aga91 b he s5ds 8 fri5ds1 & !y furni% a p]petual lip-to-lip adv]tisem5t :i* gives /ability & p]man5ce to a bus9ess4 ,! man :o ?9ks he is go+ to make a =tune )\t consid]+ ! man at ! o!r end ( ! b>ga9 is v %ort-sight$4 ,9 ! long run1 ! cu/om]'s be/ good is ! sell]'s be/ good also2 &1 o!r ?+s equal1 ! man succe$s be/ :o satisfies 8 cu/om]s be/1 :o ga9s _! confid5ce1 s t !y w n only come back1 b always br+ o!rs ) !m4 ,9 ! same way1 ! ideal salesman mu/ impress 8 cu/om]s ) 8 hone/y1 s9c]ity & frankness4 ,he mu/ be %rewd & sagaci\s )\t be+ deceptive4 ,trick9ess1 di%one/ me?ods1 may procure a man's ord]s at ! />t1 b be=e long he w f9d t 9 sell+ goods1 z 9 ev]y?+ else1 hone/y is ! be/ policy4 ,a little :ile ago ,i he>d a salesman say to a fri5d1 8,i don't c>e :e!r a man sells my goods or n1 ,i sell him e doll>'s wor? ,i c1 j ! same4 ,if he is ov]/ock+ ! /ore1 t is 8 bus9ess4 ,i pu% my sales j z f> z ,i c40 ,n[1 :5 ?is "y salesman's cu/om]s f9d t out1 z1 soon] or lat]1 !y w1 !y w di/ru/ him4 ,!y w be on _! gu>d aga9/ him1 & ultimately he w lose _! patronage4 ,rememb]1 ,mr4 ,brilliant ,salesman1 t /uff$1 =c$ ord]s are dang]\s4 ,!y are boom]angs4 ,:51 by hypnotic ov]-p]suasion1 y "w (f goods ^u a cu/om] :i* he does n ne$1 y are likely to he> f him aga94 ,! pr(its ( a s+le su* sale h (t5 lo/ a salesman ! pr(its ( a life cu/om]4 ,!re is no?+ s disa/r\s z a disappo9t$ or a deceiv$ cu/om]4 ,_m p are beguil$ into buy+ :at !y d n ne$ & _c af=d1 because !y d n "k h[ to protect !mselves f ! exp]tness or hypnotism ( unpr9cipl$ salesm54 ,especially is ?is true ( color$ p 9 ! ,s\?1 ^: simple1 untra9$ m9ds are ! easy victims ( ! smoo? oily promot] or salesman4 ,i h kn[n ( negro families :o did n h a :ole plate1 or a knife & =k 9 ! h\se1 to buy f unscrupul\s ag5ts plu% autograph albums1 books :i* !y c\ld n read or und]/&1 pictures1 picture frames1 organs1 pianos1 etc41 :5 !y 7 s poor t e memb] ( ! family 0 ragg$1 & app>5tly only half n\ri%$4 ,_m su* ag5ts & solicitors1 :o travel ?r\gh ! c\ntry1 live ^u ! gullibility ( p :o are n m5tally equipp$ to protect !mselves aga9/ _! di%one/ wiles4 ,e salesman is famili> ) ! 8tricks ( ! trade0 :i* ! unscrupul\s practice1 b to :i* ! consci5ti\s man w n resort4 ,8 clean record1 8 /raight=w>d me?ods1 8 reputation = reliability1 mean inf9itely m to him ?an to get an ord] by driv+ a %>p b>ga91 deceiv+1 tak+ advantage (1 or hypnotiz+ 8 cu/om]4 ,8 hone/y1 8 "*1 is de>] to him ?an any ga91 tempor>y or p]man5t1 h[ev] great4 ,nor is !re any great dem& = ! man ^: sole aim is to 8deliv] ! goods10 reg>dless ( ! me?ods employ$4 ,!y may be hir$ by *eap-,john conc]ns :i* h no reputation to su/a91 b high-class h\ses w h no?+ to d ) !m4 ,!y "k v well t m5 :o practice real di%one/y 9 _! m5tal me?ods1 :o use unfair means 9 w9n+ confid5ce1 only to abuse x1 :o make a bus9ess ( ov]com+ weak m9ds = ! purpose ( deceiv+ !m--!y "k t su* m5 w\ld hurt _! h\se1 injure _! reputation4 ,!y "k v well t ! tricky1 di%one/ man :o deceives or :o ov]-sells 8 cu/om]1 is n a good man = 8 h\se4 ,! high-class salesman1 l ! high-class h\se1 ?9ks too mu* ( 8 good "n1 too mu* ( 8 cu/om]s' good op9ion ( him1 to attempt to practice ! slighte/ deception 9 8 deal+s ) !m4 ,_! implicit fai? 9 him1 _! belief t !y c absolutely dep5d ^u :at he tells !m1 t x w n be ! ne>-tru?1 b ! exact tru?1 8 real desire to s]ve !m1 ^! ?+s mean inf9itely m to him ?an ! tak+ ( an ord]4 ,8 reputation = /raight=w>dness1 = reliability1 8 reputation z a man1 is 8 *ief capital4 ,he is do+ bus9ess )\t money2 8 only assets are 8 ability & 8 "*1 & he _c af=d to ?r[ ^! away or vitiate !m by di%one/ m5tal practices4 ,aside f ! vital "q ( "*1 he is a v poor salesman :o does n /udy ! int]e/ ( ! man at ! o!r end ( ! b>ga94 ,,*apt] ,,xviii ,,meet+ ,,& ,,=e/all+ ,,objections ,opposition is ! physical culture ( det]m9ation4 ,y mu/ h ! c\rage ( y\r convictions1 & if y h !ories y %\ld be able to put !m to a practical te/4 ,don't canvass too mu* ) y\r legs--use y\r bra9s4 ,!re are two k9ds ( objections :i* are met by all salesm5--valid & invalid4 ,naturally1 x is impossible to ov]come valid objections4 ,x w\ld be a mi/ake on ! "p ( ! salesman to try to ov]come !m4 ,! important ?+ is = him to recognize t !y are valid1 & to abide by ! decision ( ! prospective cu/om]4 ,v frequ5tly1 h[ev]1 :at appe> on ! surface to be valid objections1 are m]ely excuses4 ,nev] accept an excuse z a real objection4 ,d n come out bluntly & tell ! cu/om] t he is m]ely mak+ an excuse1 or t he is h$g+1 b1 r1 swit* ! sell+ talk on to a little diff]5t track1 s t he w see !re is no real1 good reason = ! /& he is tak+4 ,x is n s easy to meet su* objections z--8,! goods are n suitable = our ne$s10--8,! price is exorbitant10 or 8,we _c af=d to buy n[40 ,b 9 "s cases1 objections ( ?is sort may n be really valid2 (t5 !y are m]ely excuses to put (f buy+4 ,"h is :]e ! salesman mu/ %[ 8 p[] ( reason+ & p]suasion4 ,he %\ld make cle> to ! cu/om] t1 at fir/ ?\ght1 ^! may seem to be valid objections1 b t1 9 reality1 if he w only ?9k ( su* & su* po9ts & reasons1 he w see1 aft] all1 he %\ld buy4 ,no d\bt !re is f> m tr\ble con/antly aris+ on ?is score ?an !re %\ld1 because ! salesman _c g5tly guide ! m9d ( ! cu/om] to :]e all objections are =gott54 ,x is human nature to object1 f9d fault1 & pick flaws1 & ! salesman mu/ be prep>$ bo? = ! real or valid1 & = ! unreal1 or invalid objections4 ,above all he mu/ be prep>$ be=eh& to answ]1 & to answ] cle>ly & logically1 ! _m v common objections :i* are br\ght up 9 connection ) 8 l9e ( goods4 ,! old]1 m exp]i5c$ salesm5 & ! sales manag]s1 usually1 h ?\ght out ! mo/ effective answ]s to ! objections t are ord9>ily made4 ,! "y inexp]i5c$ salesman mu/ g to !m = advice4 ,he mu/ be po/$1 if possible at ! />t1 on ! "r answ]s to1 let u say1 ! t5 mo/ ord9>y objections t are he>d 9 8 l9e ( bus9ess4 ,"o ( ! mo/ successful life insurance manag]s 9 ! ,unit$ ,/ates has giv5 to 8 m5 a /&>d answ] to ?is v common objection1 met by salesm5 :5 try+ to sell life insurance1--8,i w\ld l to take ! matt] up ) my wife40 ,! salesman is taught to use ! law ( non-resi/ance1 & to say3 8,t's a v good idea1 ,mr4 ,blank4 ,?is is su* an important matt] y c]ta9ly ought to h y\r wife's op9ion ab\t x2 b1 all[ me to sugge/ t be=e y take ! matt] up ) h]1 x w\ld be be/ to h our doctor exam9e y1 to make sure t y c pass ! physical exam9ation1 because1 if y told y\r wife t y 7 go+ to take life insurance1 & y !n fail$ to pass ! exam9ation1 %e w\ld be v mu* worri$ ab\t y z long z %e lives40 ,! prospect w1 almo/ inv>iably1 say--8,yes1 y're "r ab\t t--,i ?9k ,i ought to take t precaution40 ,x is ne$less to say t n9e times out ( t51 aft] ! doctor has made ! exam9ation1 x is q easy to close ! sale1 :]eas x w\ld h be5 impossible1 or v difficult1 _h ! matt] fir/ be5 tak5 up at home1 & a lot ( objections br\ght up 9 ! abs5ce ( ! salesman4 ,"s say t y %\ld nev] risk antagoniz+ a cu/om] by dep>t+ f ! law ( non-resi/ance4 ,ord9>ily1 ?is is s\nd logic2 b j z !re are exceptions to e rule1 s !re are c]ta9 types ( m51 ) :om at lea/ seem+ opposition or an attitude ( 8take x or leave x0 w be mo/ effective4 ,!re are m5 & moods & times :5 only a good k ( human nature & a ?or\gh siz+ up ( a cu/om] w enable ! salesman to get :at he goes aft]4 ,also !re are occasions :5 ! mo/ exp]t salesman w meet at lea/ tempor>y defeat4 ,by ! "t y h ex*ang$ a few s5t5ces ) y\r prospect1 y c size him up fairly well & c get a pretty good idea ( :at y are up aga9/1 & h[ difficult a task is be=e y 9 ord] to int]e/ him1 to *ange 8 ?\ght1 to neutralize 8 natural prejudice aga9/ e "o :o has any?+ to sell1 & aga9/ y 9 p>ticul>4 ,!re is a natural b>ri]1 at fir/1 betwe5 two p :o meet "u su* conditions1 & x dep5ds l>gely ^u y z a man1 ^u y\r talk1 y\r ability to op5 up y\r nature1 to %[ ! be/ side ( y\rself1 ! attractive1 ! popul>1 magnanim\s side1 :e!r y gradually *ange ! prospect's opposition to indiff]5ce1 8 indiff]5ce to int]e/ & 8 int]e/ to desire to possess :at y h to sell4 ,y %\ld nev] argue ) a cu/om] 9 ! s5se ( qu>rel+ or disput+ ) him1 b !re are times :5 y mu/ reason ) him1 to %[ him he is wrong4 ,d n1 h[ev]1 make a cu/om] feel 8*eap10 or humiliat$1 or ang] him by opposition1 especially 9 matt]s outside ( y\r bus9ess4 ,i h 9 m9d a salesman :o _h practically clos$ a big ord] ) a prospect :5 "s allusion 0 made to ! political situation4 ,! salesman reflect$ ^u ! adm9i/ration1 & ! prospect jump$ on him ) bo? feet & became s ang]$ t he positively refus$ to give him ! ord]4 ,n[1 ?is salesman 0 n !re to discuss politics or to conv9ce 8 prospect t he 0 on ! wrong side ( any public "q4 ,he 0 !re to sell 8 goods & n to talk politics4 ,no matt] :at happ5s nev] lose y\r head & nev]1 "u any circum/ances1 %[ res5tm5t or disappo9tm5t or all[ y\rself to be drawn into an argum5t4 ,!re is always a temptation to h ! la/ ^w1 & x is ( ! utmo/ importance t y %\ld leave a pleas+ picture ( y\r call4 ,o!rwise :5 y return ! association ( a disagreeable exp]i5ce may b> y out4 ,"s sales manag]s d n believe 9 pay+ any att5tion to objections4 ,!y say x is be/ to make ! salesman s famili> ) 8 goods1 & s en?usia/ic ab\t !m1 t he w =e/all all objections1 or ov]come !m by ignor+ !m1 9 ! s5se t he w n try to answ] objections if !y are made1 & he w n talk or act z if he expect$ any to be made4 ,!re is a c]ta9 am\nt ( s\nd philosophy 9 ?is attitude1 b x is my op9ion t a salesman w h m confid5ce 9 himself1 & w be bett] equipp$ = _m em]g5cies1 if he has be5 ?or\ghly coa*$ 9 ! mo/ commonly met objections1 by hav+ good1 s\nd answ]s "r at ! tip ( 8 tongue4 ,nev] meet objections by cutt+ prices4 ,x is ! easie/ ?+ 9 ! _w to prejudice a prospect's m9d by (f]+ to cut prices4 ,he w ?9k y are do+ x to get 8 fir/ ord]1 & t y w make x up ! next "t4 ,he is wat*+ y ) 8all 8 eyes40 ,8 p]ceptive faculties are on ! al]t1 ready to cat* any ungu>d$ ^w1 ! slighte/ contradiction1 measur+ up ! improbabilities 9 y\r argum5t4 ,9 o!r words1 he is try+ to f9d holes 9 y\r proposition4 ,x is human nature to brace up aga9/ a new salesman & to try to d[n him ) objections4 ,don't de/roy confid5ce at ! />t by price cutt+4 ,rememb]1 objections are1 g5]ally1 m]e excuses4 ,m ?an half ! "t !y are n s\nd reasons = n buy+4 ,!re=e1 d n take objections too mu* to he>t4 ,"k h[ to answ] !m satisfactorily1 b be c>eful n to magnify _! importance4 ,,*apt] ,,xix ,,quality ,,z ,a ,,salesman ,integrity is ! gr\nd ( mutual confid5ce4 ,nev] misrepres5t y\r goods2 :5 x becomes necess>y to d s x is "t to quit ! bus9ess4 ,a4,j4 ,lauv]1 ,g5]al ,manag] ,burr\ghs' ,add+ ,ma*9e1 says1 8,! ideal salesman is "o :o is mak+ an hone/ & det]m9$ ef=t to r5d] a real s]vice to 8 cu/om]s4 ,he believes ?or\ghly 9 ! value ( 8 goods & has fai? 9 ! hone/y & ability ( ! h\se he repres5ts40 ,an unqualifi$ confid5ce 9 ! value ( :at y are sell+ w multiply y\r sell+ ability trem5d\sly1 j z a lack ( confid5ce 9 its m]it w greatly dim9i% y\r p[] to make a sale4 ,all ( y\r m5tal op]ations foll[ confid5ce4 ,y\r faculties w n give out _! be/ unless !y are l$ by ! hone/ fai? 9 y\r h\se & 9 y\r goods :i* g5]ates en?usiasm4 ,! salesman communicates 8 fai?1 or lack ( x1 to ! exp]i5c$ buy]4 ,:atev] passes ?r\gh y\r m9d w be telegraph$ ) lightn+ rapidity to y\r prospect's m9d4 ,he w feel :at y feel4 ,he w s5se m5tally :at y are pictur+ secretly1 z y imag9e1 9 y\r own m9d4 ,if d\bt is !re1 if unbelief is !re1 he w feel !m no matt] :at y may say to ! contr>y4 ,he c tell v quickly :e!r y really believe :at y are say+ or :e!r y are j talk+ = a sale4 ,he c tell :e!r y hone/ly believe t :at y are try+ to sell w\ld be good = him to buy or n4 ,! consci\sness t y are repres5t+ an absolutely reliable firm1 & t y are sell+ a sup]b ?+1 some?+ :i* y really believe x w\ld be z advantage\s = y\r prospect to buy z x w\ld be = y to sell1 w n only increase y\r self-confid5ce1 b w also l5d wond]ful dignity & p[] to y\r be>+ & y\r mann]1 & great] =ce to y\r pres5tation & p]suasion4 ,on ! o!r h&1 if y are consci\s t y are sell+ %ams1 t y are m]ely try+ to get a p]son to buy t :i* y "k w n be ( mu* value to him1 y are imm$iately %orn ( p[]4 ,! conviction t y are n do+ y\r fell[-man a good turn1 t1 on ! contr>y1 y are try+ to deceive him1 try+ to palm (f on him an article :i* y w\ld n buy y\rself1 w make y contemptible 9 y\r own eyes & also 9 ! eyes ( ! man :o is %rewd en\gh to see ?r\gh y4 ,no?+ c take ! place ( confid5ce 9 ! quality ( :at y are sell+4 ,quality is really ! be/ salesman 9 ! _w4 ,! article t is a little bett] ?an o!rs ( ! same k9d--t is ! be/1 ev5 if ! price is high]--8c>ries 9 its fir/ sale ! possibilities ( _m sales1 because x makes a satisfi$ cu/om]1 & only a satisfi$ cu/om] w come aga940 ,! salesman ?9ks m ( himself :5 he is consci\s t he is giv+ 8 cu/om] ! be/ t c be _h4 ,! assurance t x is n possible = ano!r to beat :at he (f]s is a wond]ful tonic & enc\rag] to ! sell]4 ,he does n ne$ to resort to 8tricks ( ! trade02 nor does he h to hang 8 head or apologize :5 he approa*es 8 prospect1 = he kn[s t he is back$ by quality & t !re w be no disappo9tm5t or 8come backs40 ,a sup]b quality1 l good ?+s to eat1 always leaves a good ta/e 9 ! m\?1 & ! salesman :o deals 9 ! be/ kn[s t he w be welcome :5 he goes back = ano!r ord] to a buy] :o has once _h a ta/e ( ! quality ( 8 goods4 ,! reputation ( a h\se not$ = its squ>e deal+ is ( itself a p[]ful salesman1 & repres5tatives ( su* a h\se h a trem5d\s advantage ov] ^? :o repres5t tricky1 %>p-deal+1 %oddy h\ses1 :]e ! buy] kn[s t he has got to look out = himself1 to drive a %>p b>ga9 or get tak5 9--& he kn[s t he is liable to be tak5 9 anyway4 ,quality is ! be/ possible adv]tisem5t4 ,! salesm5 ( a h\se ?or\ghly e/abli%$ 9 ! confid5ce ( ! public h a comp>atively easy "t ( x1 because !y d n h to d ne>ly z mu* talk+ & conv9c+ z ^? :o repres5t unreliable conc]ns4 ,! high reputation ( a h\se is a great bus9ess asset1 & a salesman's be/ argum5t4 ,x is n s difficult a matt] to p]suade m5 to buy :at !y "k f exp]i5ce to be all t x is repres5t$ to be4 ,:5 a cu/om] has be5 9 ! habit ( buy+ ! be/1 deal+ ) a quality h\se1 & has acquir$ a ta/e = ! be/1 he does n l ! second-be/--only ! be/ is good en\gh = him4 ,int]national sales exp]ts tell u t is :]e ,am]ican salesm5 fall d[n1 especially 9 seek+ =eign trade--9 ,s\? ,am]ica = in/ance4 ,!y dwell at too great l5g? on price1 & skim ov] quality4 ,!y dilate on *eapness1 & ! inf]5ce is t ! goods mu/ be l[ grade to be m>ket$ at su* a l[ price4 ,no matt] h[ h>d pu%$ y may be1 nev] und]take to sell que/ionable goods2 nev] ta9t y\r reputation1 or smir* y\r "* by becom+ ! repres5tative ( a %ifty1 di%one/ conc]n4 ,resolve t :atev] comes y w n *eap5 y\rself by /oop+ to l[-d[n me?ods1 t y w n sell %abby goods1 or deal 9 *eap-,john commodities4 ,resolve t y w be a high-class man or no?+1 t y are n go+ to d ano!r's ly+ = him1 t y are n go+ to deceive = a sal>y1 t y are n go+ to d any?+ :i* w make y ?9k less ( y\rself1 :i* w make y less ( a man4 ,,*apt] ,,xx ,a ,,salesman',s ,,clo!s ,! app>el (t proclaims ! man4--,,%akespe>e4 ,! consci\sness ( be+ well & fitt+ly dress$ has a magic p[] 9 unlock+ ! tongue & increas+ ! p[] ( expression4 ,9 diff]5tiat+ ! ess5tials ( success 9 sell+1 a specialty exp]t said3 8,i f9d t :5 ,i am 9 prime condition physically1 & am well dress$1 s t ,i d n h to ?9k ab\t myself or my clo?+1 ,i c put up a mu* bett] canvass1 because ,i c conc5trate my m9d ) great] =ce40 ,9 a lett] to 8 home (fice1 a ris+ "y salesman wrote3 8,to me !re is a great my/]y 9 ! influ5ce ( good clo!s4 ,someh[ ,i ?9k m ( myself :5 ,i am consci\s t ,i am well groom$1 well dress$1 & ,i c approa* p ) mu* m confid5ce4 8,:5 ,i fir/ />t$ canvass+ ,i tri$ to economize too mu* on my clo?+4 ,"s /ormy morn+s ,i w\ld />t out we>+ %abby old clo!s & )\t fix+ up z ,i %\ld1 & someh[ ,i felt *eap all day4 ,i c\ld n approa* a prospect ) ! same air ( victory2 ,i did n feel q "r2 ,i c\ld n put up z good a canvass1 & ( c\rse did n make z _m sales z :5 ,i 0 up to ! m>k 9 clo!s & g5]al appe>ance4 8,i ?\ght at ! />t ,i c\ld n af=d to dress well1 b ,i soon f\nd t ?is 0 a v great mi/ake1 & t a good appe>ance is a big asset 9 canvass+4 ,i 0 go+ ?r\gh college !n1 &1 z ,i _h to pay all ( my exp5ses1 a doll> meant a good deal to me2 b ,i actually borr[$ money to buy a good suit ( clo!s1 & ,i f\nd x paid4 ,i felt bett] :5 ,i _h t suit on4 ,i c\ld take m ord]s1 & 9 a %ort "t return$ ! am\nt ,i _h borr[$4 ,?is influ5ce ( good clo!s is a curi\s ?+1 b x is c]ta9ly a p[]40 ,:atev] "o's bus9ess1 x is wor? :ile to try to asc]ta9 z ne>ly z possible ! pay+ po9t ( y\r clo!s4 ,y _c af=d to g mu* bel[ or above ?is po9t4 ,9 "s cases x pays to dress sup]bly1 "r up to ! m>k 9 e detail1 because p judge our bus9ess /&+ by our appe>ance1 & we _c af=d to give ! impression ( pov]ty1 especially if we are repres5t+ a prosp]\s l9e ( bus9ess4 ,if a man's appe>ance indicates lack ( prosp]ity1 p naturally get a poor impression n only ( 8 own success1 b also ( ! quality & success ( ! firm he repres5ts4 ,a4 ,t4 ,/ew>t 0 "o ( ! fir/ great m]*ants to appreciate ! trem5d\s influ5ce ^u cu/om]s1 especially wom5 cu/om]s1 ( good-look+1 well-dress$ "y m5 cl]ks4 ,he w\ld n h a cl]k 9 8 employ :o did n pres5t an attractive appe>ance4 ,he knew & appreciat$ ! importance ( putt+ up a good front z an asset4 ,he did n c>e mu* = human diamonds 9 ! r\gh4 ,he pref]r$ a *eap] /one1 poli%$1 to a pure gem1 unpoli%$4 ,e progressive m]*ant kn[s t a fir/ unfavorable impression on a cu/om] is a co/ly ?+4 ,he kn[s t soil$ coll> or cuffs1 a fray$ tie1 unpoli%$ %oes1 unc>$-= f+] nails1 grease spots on a suit1 w n only make a bad impression1 b w drive away trade4 ,mo/ l>ge bus9ess h\ses make x a rule n to employ any "o :o looks %abby or c>eless1 :o does n at lea/ try to make a good appe>ance1 ! be/ 8 means w p]mit1 :5 he applies = a position4 ,neatness ( dress1 cleanl9ess ( p]son & ! mann] ( ! applicant are ! fir/ ?+s an employ] notices 9 a w\ld-be employee4 ,if 8 clo!s are unbru%$1 8 tr\s]s baggy1 8 %oes unblack$1 8 tie %abby1 8 h&s soil$ or 8 hair unkempt1 ! employ] is prejudic$ at once1 & he does n look b5ea? ?is repell5t ext]ior to see :e!r x conceals m]it or n4 ,he is a busy man & takes x = grant$ t if ! y\? has any?+ 9 him1 if he is made ( ! mat]ial bus9ess m5 want 9 _! employ1 he w keep himself 9 a pres5table condition4 ,at all ev5ts1 he does n want to h su* an unattractive look+ p]son ab\t 8 premises4 ,y may say t an employ] ought to be a read] ( real m]it1 real "*1 & t x is n fair to e/imate an applicant = a position by su* sup]ficial ?+s z ! clo!s he we>s4 ,y may also say t a cu/om] %\ld n all[ himself to be prejudic$ aga9/ a man1 or ! h\se he repres5ts1 because he is n a f9e dress]4 ,b t doesn't help matt]s or alt] facts4 ,we g ?r\gh life tagg$ all ov]1 label$ ) o!r p's e/imate ( u1 & x is pretty difficult to get away f t1 ev5 if x is unju/4 ,say :at we w1 our position 9 life1 our success1 our place 9 ! bus9ess or pr(essional _w1 or 9 society1 dep5ds v mu* ^u :at o!r p ?9k ( u1 & our clo!s1 at fir/ especially1 :ile we are mak+ our way 9 ! _w1 play an important "p 9 _! judgm5t ( u4 ,!y h a great deal to d ) locat+ u4 ,9 a way our lives are l>gely influ5c$ by o!r p's op9ion ( u1 & we %\ld n be indiff]5t to x4 ,?is does n mean t we _c be indep5d5t & ex]cise our own w1 b t we _c af=d to create a bad impression4 ,suppose1 = example1 y are a "y bus9ess man & t e bank (ficial 9 y\r t[n is s prejudic$ aga9/ y t !y w n give y cr$it4 ,y ne$ x v mu*1 b :ile ! fact t y "k y are absolutely hone/ & absolutely reliable gives y great inw>d satisfaction1 x does n give y ! ne$$ money4 ,! prejudice ( ! bank (ficials may be unf\nd$1 b x acts p[]fully aga9/ y4 ,y may "k p]fectly well t y w\ld make a bett] mayor = y\r t[n ?an anybody else 9 x1 b if ! majority ( ! vot]s are prejudic$ aga9/ y1 no matt] h[ wor?y ( _! confid5ce1 y w n be elect$4 ,:atev] y\r bus9ess or pr(ession ! impression y create w make a trem5d\s diff]5ce 9 ! degree ( y\r success4 8,e man has a lett] ( cr$it writt5 on 8 face40 ,we are our own be/ adv]tisem5ts1 & if we appe> to disadvantage 9 any p>ticul> we are rat$ accord+ly4 ,y _c e/imate ! influ5ce ( y\r p]sonal appe>ance ^u y\r future4 ,o!r ?+s equal1 x is ! "y man :o dresses well1 puts up a good front1 :o gets ! ord] or position1 ?\gh (t5 he may h less ability ?an ! "o :o is c>eless 9 8 p]sonal appe>ance4 ,mo/ bus9ess m5 reg>d a neat1 attractive appe>ance z evid5ce ( good m5tal qualities4 ,we express ourselves fir/ ( all 9 our bodies4 ,a "y man :o is slov5ly 9 appe>ance & :o neglects 8 ba? w1 z a rule1 neglect 8 m9d4 ,to save money at ! co/ ( cleanl9ess & self-respect is ! wor/ sort ( extravagance4 ,x is ! po9t at :i* economy ceases to be a virtue & becomes a vice4 ,9 ?is age ( competition1 :5 ! law ( ! survival ( ! fitte/ acts ) seem+ly m]ciless rigor1 no "o c af=d to be indiff]5t to ! smalle/ detail ( dress1 or mann]1 or appe>ance1 t w add to 8 *ances ( mak+ a success 9 life4 ,rememb] t ! _w takes y l>gely at y\r own valuation2 y\r prospective cu/om] w be repell$ or attract$ by y\r appe>ance1 & y\r clo!s are z important z y\r be>+ & mann]s4 ,9 fact !y w to a great ext5t det]m9e y\r be>+ & mann]4 ,x has be5 well said t 8! consci\sness ( clean l95 is 9 & ( itself a s\rce ( moral /r5g?1 second only to t ( a clean consci5ce4 ,a well iron$ coll> or a fre% glove has c>ri$ _m a man ?r\gh an em]g5cy 9 :i* a wr9kle or a rip w\ld h defeat$ him40 ,our clo!s h a subtle m5tal influ5ce f :i* !re is no escape4 ,! consci\sness ( %abb9ess1 incomplet5ess1 or slip%odness t5ds to de/roy self-respect1 to less5 en]gy & to detract f "o's g5]al ability4 ,9 ord] to dress prop]ly1 y mu/ /udy ! colors & ! /yles t are mo/ becom+ to y1 t add mo/ to y\r appe>ance4 ,don't we> a pr(usion ( r+s or fla%y jewelry2 don't indulge 9 8l\d0 neckties or any?+ t w\ld make y conspicu\s4 ,all ^! ?+s make a bad impression4 ,an excell5t rule = dress is f\nd 9 ! advice ( ,polonius to 8 son ,la]tes1 :5 he is ab\t to />t = ! royal c\rt ( ,france4 8,co/ly ?y habit z ?y purse c buy ,b n express'd 9 fancy2 ri* n gaudy2 ,= ! app>el (t proclaims ! man40 ,polonius did n mean t ,la]tes %\ld be extravagant 9 ! matt] ( clo!s4 ,f> f x2 he simply meant t he %\ld dress 9 a mann] befitt+ 8 rank z a repres5tative ( ! c\rt ( ,d5m>k4 ,! salesman is ! repres5tative ( 8 firm1 & to a great ext5t bo? he & 8 firm w be judg$ by 8 g5]al appe>ance1 includ+ 8 clo!s1 8,= ! app>el (t proclaims ! man40 ,,*apt] ,,xxi ,,f9d+ ,,cu/om]s 8,:]e !re's a w1 !re's a way40 ,! ,k+ is ! man :o c4--,,c>lyle4 ,! h>de/ problem ) any bus9ess man is to f9d cu/om]s1 t is to say1 desirable & pr(itable cu/om]s4 ,id5tical ) ! problem ( f9d+ cu/om]s1 is ! m difficult "o ( f9d+ ! m5 :o c f9d ! "r k9d ( cu/om]s4 ,!re's ! rub--8,to f9d ! man :o c swim40 ,! "r k9d ( salesman w solve = himself ?is problem ( gett+ cu/om]s z he w mo/ o!rs connect$ ) sell+4 ,h[1 y ask8 ,?is is h[ ! "q 0 answ]$ rec5tly by a little1 %ort1 unprepossess+ salesman :o is said to h writt5 ! l>ge/ am\nt ( life insurance 9 "o ( ! l>ge/ insurance companies 9 ! _w4 ,"s "t ago ?is salesman w5t to ,canada & at an influ5tial ga!r+ saw a man :om he siz$ up z a good prospect4 ,he got 8 "n & address1 f\nd out all ab\t him1 8 habits & hobbies1 "o ( :i* 0 ! success ( a big hospital 9 :i* he 0 especially int]e/$4 ,next day ! salesman w5t to ?is hospital1 & ask$ to be %[n ?r\gh x1 aft] :i* he call$ on 8 prospective cu/om]1 told him he _h he>d ( 8 int]e/ 9 ---- ,hospital1 & said1 8,i h be5 /udy+ ?is hospital1 also2 x is do+ spl5did "w1 & ,i w\ld l to make a little contribution to its funds40 ,he !reupon wrote out a *eck = #bej4jj & h&$ x to ?is man4 ,?is *eck 0 ! ent]+ w$ge = a #bej1jjj4jj life insurance policy1 :i* ?is res\rceful salesman soon aft] wrote = ! man ^: pet hobby 0 ! big hospital 9 "q4 ,! ma9 tr\ble ) mo/ salesm5 is t !y put ! problem ( f9d+ cu/om]s up to ! sales manag] or heads ( ! company4 ,!y want !m to d all ! ?9k+ 9 ! matt] ( :]e to g1 & h[ to proce$ 9 ?is difficult bus9ess4 ,let me say "r at ! />t2 !re is no iron-clad rule = f9d+ cu/om]s4 ,"s say x is j a matt] ( 8plan & pu%10 z illu/rat$ 9 ! above in/ance4 ,! ,%eldon ,c\rse 9 ,salesman%ip gives five ways = f9d+ a cu/om]1 namely2 ,adv]tis+1 ,w9d[ ,display1 ,g5]al or ,door to ,door ,canvass1 ,select$ ,li/ ,canvass1 & ,foll[+ ,up 8,leads0 or ,inquiries4 ,_m books h be5 writt5 on ! v>i\s =ms & values ( adv]tis+4 ,x is a well-kn[n fact t mu* money is wa/$ ?r\gh injudici\s adv]tis+1 b no successful bus9ess man c disp5se ) ! "r k9d ( publicity4 ,:e!r he uses ! newspap]s1 or ! magaz9es1 bill-bo>ds1 or c>ds 9 /reet-c>s1 or novelties1 w all dep5d on ! goods & ! v>i\s conditions :i* h to be met 9 ! m>ket+ ( 8 p>ticul> product4 ,diff]5t k9ds ( adv]tis+ %\ld be adapt$ to ea* p>ticul> t]ritory4 ,a salesman quickly becomes famili> ) su* conditions z affect diff]5t places & diff]5t seasons1 s t he plans 8 campaigns accord+ly4 ,:]e a man has a fix$ t]ritory & is h&l+ goods :i* are us$ by a re/rict$ class ( p1 !n ! matt] becomes relatively simple1 al?\gh x is important to be always al]t1 s z n to miss any possible cu/om]s1 & s z to le>n well 9 advance ab\t new firms :o may want y\r goods4 ,a specialty salesman w h to use m orig9ality 9 f9d+ cu/om]s ?an w\ld h to be us$1 ord9>ily1 9 ! :olesale or retail bus9ess1 :]e ! home (fice1 or ! head ( ! firm1 c map out pretty well j :at p %\ld be rea*$1 & h[ to rea* !m4 ,_m salesm5 lose a lot ( valuable "t1 & wa/e mu* money *as+ f "o t[n to ano!r1 or f "o "p ( a city to ano!r1 foll[+ up s-call$ 8leads40 ,un=tunately1 ! majority ( ^! 8leads0 are answ]s to adv]tisem5ts :i* 7 s allur+1 & seem$ to promise s mu* = no?+1 t a l>ge numb] ( curiosity seek]s h writt5 to ! home (fice1 ) little ?\ght ( buy+1 & m (t5 ) little ability to buy1 :at 0 adv]tis$4 ,! salesman :o has ! c\rage 8to g to x10 )\t any 8lead0 or po9t ( contact1 is ! "o :o w ultimately make ! bigge/ success4 ,if y h some?+ to sell1 d n be afraid to walk into a man's place ( bus9ess & introduce y\rself1 tell+ j :at s]vice y are prep>$ to r5d]4 ,! only good reason = be+ 9 bus9ess is because y c r5d] s]vice4 ,y %\ld feel t y are ! b5efactor ( ! man :om y approa*4 ,he may be y\r sup]ior f9ancially1 b 9 ! matt] ( y\r p>ticul> article or articles = sale1 y %\ld feel t y are 8 sup]ior1 & !re=e y %\ld approa* him ) ! utmo/ ease & confid5ce4 ,! big w9n]s 9 salesman%ip are ^? :o possess ! initiative1 ! orig9ality1 & ! poise1 :i* enable !m to g out & f9d cu/om]s quickly & intellig5tly1 cov]+ ! bigge/ am\nt ( t]ritory 9 ! %orte/ "t1 & conc5trat+ _! en]gies4 ,! use ( ! telephone 9 f9d+ cu/om]s & mak+ appo9tm5ts is a me?od t requires consid]able skill4 ,!re are ^? :o believe t x is too easy = a man to 8turn y d[n0 on ! telephone4 ,!re are o!rs :o believe t x is fooli% to wa/e c>f>e & "t1 :5 y c quickly arrange matt]s ov] ! telephone4 ,exp]i5ce & native ability mu/ guide ! salesman 9 ! use ( ! telephone4 ,s1 9 ! matt] ( lett]-writ+1--(t5 :]e a lett] w\ld be ?r[n 9 ! wa/e-basket1 or receive a negative reply1 a p]sonal call f ! salesman might get a big ord]4 ,yet1 9 _m cases ! "r k9d ( lett]s w\ld get ! bus9ess & save ! salesman mu* useless exp5diture ( "t1 money & en]gy4 ,! day may come :51 if our goods are exactly z repres5t$1 cu/om]s w make a beat5 track to our door1 b ?is w n happ5 until human nature has *ang$ v mu*4 ,! human elem5t ent]s s mu* into sales t x is /ill q an important "p ( salesman%ip = ! salesman to make p]sonal visits1 s z to get ! ord]s4 ,to be sure1 we h ! dep>tm5t /ores & specialty h\ses :i* h built up a well-kn[n reputation = m]*&ise ( high quality & reasonable price4 ,^! w cont9ue to draw cu/om]s1 ) ! help ( wise adv]tis+1 b !y mu/ employ ! "r k9d ( sales-=ce to h&le prop]ly ! cu/om]s :o visit _! places ( bus9ess4 ,f9d+ a cu/om] does n mean simply induc+ him to look ov] :at y h to sell4 ,x means actually induc+ him to make a pur*ase1 & satisfy+ him s ?or\ghly t he w cont9ue to d bus9ess ) y4 ,x is because f9d+ ! cu/om] is s vitally important t ! sell+ end ( a bus9ess cont9ues to be1 by long odds1 ! mo/ important dep>tm5t4 ,no bett] advice c be giv51 to sum up1 ?an ?is3 ,if y w\ld f9d cu/om]s1 /udy all ! means & ways 9 y\r p[]2 keep ?9k+1 ?9k+1 ?9k+1 & ! "r ?\ghts w come1 !n act1 act1 act4 ,nev] wait = to-morr[4 8,to-morr[0 is a los]4 ,x w nev] f9d cu/om]s4 ,,*apt] ,,xxii ,,:5 ,,y ,,are ,,disc\rag$ ,! man :o has acquir$ ! p[] ( keep+ 8 m9d fill$ ) ! ?\ghts :i* uplift & enc\rage1 ! optimi/ic ?\ght1 ! *e]ful1 hopeful ?\ght1 has solv$ "o ( ! great riddles ( life4 8,don't hunt aft] tr\ble1 b look = success1 ,y'll f9d :at y look =1 don't look = di/ress2 ,if y see b y\r %ad[1 rememb]1 ,i pray1 ,t ! sun is /ill %9+1 b y're 9 ! way2 8,don't grumble1 don't blu/]1 don't dream & don't %irk1 ,don't ?9k ( y\r worries1 b ?9k ( y\r "w4 ,! worries w vani%1 ! "w w be done1 ,no man sees 8 %ad[ :o faces ! sun40 ,a "y salesman :o has ma/]$ himself & also ! secret ( success rec5tly wrote f ! field3 8,ye/]day x seem$ z ?\gh ev]y?+ 0 go+ aga9/ me4 ,!re appe>$ to be some?+ ! matt] ev]y:]e ,i call$1 & al?\gh ,i put up a mo/ det]m9$ fight failure aft] failure met me1 until v late 9 ! ev5+4 ,i _h n !n tak5 a s+le ord]1 b ,i made up my m9d t ,i c\ld n g back to my bo>d+ place until ,i _h done a dec5t day's "w4 ,x 0 ?is resolution t sav$ ! day1 = ,i took fifte5 ord]s be=e ,i got home at n9e o'clock4 ,if ,i _h giv5 up to my disc\ragem5t ,i %\ld simply h said to myself1 #8,:at's ! use8 ,?is day is gone & ,i might z well g home1 take x easy1 & make ! be/ ( x4' ,b ,i said1 #8,no1 "y man1 y are n go+ to b$ to-night until y h done a good day's "w4' 8,_m a "t su* a resolution has sav$ me :51 o!rwise1 ,i w\ld h made a mis]able %[+4 ,i j make up my m9d t no matt] :at attractions come 9 my way1 no matt] :at disc\ragem5ts ,i meet1 ,i w conqu] be=e ! night or ,i w /ay up all night4 ,i f9d t victory usually foll[s su* a resolution40 ,! prospect feels ! influ5ce ( su* a det]m9ation on ! "p ( ! salesman4 ,we radiate our moods1 our disc\ragem5t1 or our c\rage4 ,! man we approa* feels :at we feel1 & :5 we approa* him ) ! _s ( a conqu]or1 :5 we g to him ) victory 9 our face1 we g5]ally w9 out4 ,a notably successful salesman says t he made 8 fir/ great hit aft] ov]com+ a fit ( deep disc\ragem5t1 consequ5t on ! loss ( 8 position4 ,:5 he got ano!r place he said he />t$ out ! fir/ morn+ ) "o ^w r++ 9 8 m9d1 8,det]m9ation40 ,he resolv$ n to return )\t an ord]4 ,he 0 det]m9$ to make t day a r$ lett] day 9 8 life1 to %[ 8 new employ] :at 0 9 him1 to conv9ce 8 prospects4 ,he approa*$ e "o t day ) ! det]m9ation ( victory upp]mo/ 9 8 m9d4 8,"o man aft]w>ds told me10 he said1 8t ,i ov]:elm$ him ) my dead-9-e>ne/ness1 won him by my det]m9ation40 ,! p[] ( ! m9d1 :e!r favorable or unfavorable1 is trem5d\s4 ,:5 a man gives way to disc\ragem5t he loses 8 grip & beg9s to g d[n4 ,! bottom seems to drop out ( ?+s1 & ev]y?+ helps him ! way he is go+4 ,8 ?\ght connects him ) all ! ?\ght curr5ts ( mis=tune1 pov]ty & failure4 ,he attracts ^? ?+s1 = x is a psy*ological law t failure attracts failure1 disc\ragem5t m disc\ragem5t1 pov]ty m pov]ty4 ,to a salesman disc\ragem5t is fatal1 = :5 a man assumes ! disc\rag$1 failure attitude1 he loses p[] & magnetism1 !re is no?+ inspir+ 9 him1 & he n only loses confid5ce 9 himself b 8 fell[ m5 also lose confid5ce 9 him4 ,y w f9d x next to impossible to make a sale ) a m9d fill$ ) disc\ragem5t1 pessimi/ic1 failure ?\ghts4 ,! ex]cise ( a little w p[] is all t is necess>y = ! control ( our moods1 to *ange disc\ragem5t & depression into c\rage & hope4 ,we all "k h[ quickly a *ild w "w itself into a fe>ful spasm simply by beg9n+ to pity itself4 ,! m he indulges 9 self-pity1 ! l\d] & l\d] w he cry1 until he completely upsets 8 m9d & becomes hy/]ical4 ,:5 incl9$ to be blue & disc\rag$1 m5 & wom5 are l *ildr54 ,! temptation is to beg9 to pity ourselves1 !n we g on hang+ up m d>k pictures on ! walls ( ! m9d1 until we h our :ole m5tality dress$ 9 m\rn+4 ,x is n v difficult at ! beg9n+ ( a disc\rag$ mood to %ut x (f by resolutely turn+ our m9ds 9 ! opposite direction4 ,in/ead ( add+ to our depression by pity+ ourselves ! ?+ to d is to te> d[n ! black flags1 ! hide\s pictures1 ! gloomy visions ( our imag9ation1 to cle> !m all out ( ! m9d1 & let 9 sunlight & joy1 peace & happ9ess4 ,^! w v quickly drive away ! gloom & disc\ragem5t1 & !y are j z ready to ent] our m9ds & to /ay ) u z _! opposites1 if we w only make room = !m4 ,:5 y feel d[nhe>t$ & m5tally depress$2 :51 p]haps1 bus9ess is dull & y beg9 to fe> y won't make any sales ?is trip1 g some:]e :]e y c be alone & give y\rself an audible self-treatm5t4 ,if ?is is n possible1 !n give y\rself a sil5t or m5tal "o1 ! =m 9 bo? cases may be ! same4 ,b ! audible treatm5t is apt to be m effective1 s9ce ! spok5 ^w makes a deep] impression ?an t :i* is m]ely ?\ght or pass$ ?r\gh ! m9d4 ,say to y\rself some?+ l ?is3 8,i am a *ild ( ,god1 ,i h a liv+1 vital connection ) ! great ,s\rce & ,su/a9] ( all ?+s :i* no?+ c sev]4 ,!re=e ,i h no?+ to fe>4 ,i h /r5g? & ability to d :atev] x is necess>y = me to d4 ,i 0 made to be successful1 to be happy4 ,?is is my bir?right & no?+ c rob me ( x4 ,i w succe$ 9 ev]y?+ ,i und]take to-day4 ,i w be *e]ful & happy4 ,i am happy1 because ,i 0 made = joy & gladness1 n = gloom & sadness4 ,!y are =eign to my nature1 & ,i w h no?+ m to d ) !m40 ,j fill y\r m9d ) good1 *e]ful1 uplift+ ?\ghts & y w f9d t y\r feel+ w quickly correspond ) y\r m5tal attitude4 ,aft] a few m9utes ( ?is auto-sugge/ive treatm5t y w be surpris$ at ! complete trans=mation ( y\r outlook4 ,x is a/oni%+ h[ we c brace ourselves up by auto-sugge/ion1 replac+ ! di/ress+1 blue1 disc\rag+ ?\ghts ) *e]ful1 hopeful1 optimi/ic ?\ghts4 ,!re are m5 :o are usually q level-head$ b :o d ! mo/ fooli% ?+s :5 disc\rag$ or suff]+ f ! 8blues10 act+ "u ! influ5ce ( _! moods1 :5 ! bra9 is cl\d$1 inexact1 unc]ta9 9 its processes1 in/ead ( cle>1 active1 & well balanc$4 ,disc\ragem5t colors ! judgm5t4 ,:5ev] y see a p]son :o has be5 unusually successful 9 any field1 rememb] t he has usually ?\ght himself into 8 position2 8 m5tal attitude & en]gy h creat$ x2 :at he /&s = 9 8 community has come f 8 attitude t[>d life1 t[>d 8 fell[m51 t[>d 8 vocation1 t[>d himself4 ,above all else1 x is ! outcome ( 8 self-fai?1 ( 8 inw>d vision ( himself2 ! result ( 8 e/imate ( 8 p[]s & possibilities4 ,self-depreciation is "o ( ! *>act]i/ics ( ^? suff]+ f ! 8blues40 ,mo/ ( u d n enc\rage ourselves en\gh by optimi/ic ?9k+1 by auto-sugge/ion4 ,if y are a victim ( y\r moods1 pu% "r into ! swim ( ?+s1 & take an active "p1 z well z a real int]e/1 9 :at is go+ on ar\nd y4 ,associate ) p4 ,be glad & happy1 & int]e/ y\rself 9 o!rs4 ,keep y\r m9d (f y\rself4 ,get away f y\rself by ent]+ ) ze/ into ! family plans1 or ! plans & pleasures ( o!rs ab\t y4 ,! expell+ p[] ( a contr>y emotion has a wond]ful effect ^u ! m9d4 ,! cure = bad moods is to summon good ones to take _! places 9 ! ?\ght & ?us =ce !m out4 ,i "k ( a woman :o 0 prone to fits ( ! 8blues10 :o conqu]$ !m by =c+ h]self to s+ bright1 joy\s songs1 & to play lively1 inspir+ airs on ! piano :5ev] %e felt an 8attack0 com+ on4 ,d n let anybody or any?+ %ake y\r fai? t y c conqu] all ^! enemies ( y\r peace & happ9ess1 & t y inh]it an abundance ( all t is good4 ,if we 7 prop]ly tra9$ 9 ! psy*ology ( m5tal *emi/ry1 we c\ld *ange ! /ate ( our m9d z quickly z we c *ange our clo?+4 ,! simple fact1 h[ev]1 t two opposite ?\ghts or emotions _c live toge!r an in/ant gives u ! key to ! :ole matt]4 ,e sane p]son c control & guide 8 m9d4 ,he c *oose 8 ?\ghts1 & ! good enc\rag+ ?\ght w neutralize ! evil1 depress+ "o4 ,x is j a "q ( hold+ 9 ! m9d ! antidote ( ! ?\ght t is tortur+ u1 robb+ u ( our bir?right1 ( success & happ9ess4 ,,*apt] ,,xxiii ,,! ,,/imulus ,,( ,,rebuffs ,x is defeat t turns bone to fl9t1 & gri/le to muscle1 & makes m5 inv9cible1 & =m$ ^? h]oic natures t are n[ 9 asc5dancy 9 ! _w4 ,d n1 !n1 be afraid ( defeat4 ,y are nev] s ne> to victory z :5 defeat$ 9 a good cause4--,,h5ry ,,w>d ,,bee*]4 ,he only is beat5 :o admits x4 ,d n all[ y\rself to ?9k t y are weak4 ,! man :o has nev] =m$ ! victory habit is timid1 because he does n "k t he c conqu]2 he doesn't "k 8 /r5g?1 because he has nev] te/$ x suffici5tly to "k t x w w94 ,! manag] ( a big insurance company n long s9ce ask$ me :at books ,i w\ld recomm5d = putt+ /am9a into a salesman :o wilt$ "u a direct 8,no40 8,we h 9 our employ10 he wrote1 8a f9e mann]$1 well-educat$ & v intellig5t man4 ,we h ?or\ghly educat$ him 9 ! te*nical "p ( our bus9ess & h done our be/ to p]fect him 9 salesman%ip1 b he is n atta9+ ! success we believe he %\ld4 ,8 defect is 8 inability to cont9ue a conv]sation ) a p>ty :o abruptly tells him t he is n int]e/$ 9 life insurance4 ,he /ates t 9 a numb] ( su* in/ances he has be5 unable to say a ^w1 8 ?roat becom+ dry4 ,f ! above description x might appe> to y t ! man 0 want+ 9 c\rage4 ,we1 h[ev]1 d n believe ?is to be ! case z 8 record 9 ! pa/ does n ju/ify t conclusion40 ,h[ d y /& up "u a 8,no08 ,d y lose he>t8 ,does y\r *e]fulness vani%8 ,are y conqu]$ !n & !re8 ,or does x only act z a /imulant to m det]m9$ ef=t8 ,does x brace y to meet opposition1 put y on y\r mettle1 or d y wilt "u x8 ,a salesman :o is made ( ! "r /uff ?rives ^u opposition4 ,he braces up "u rebuffs1 rises to ! occasion 9 proportion to ! difficulties to be ov]come4 ,socrates said1 8,if ! ,almighty %\ld come to me ) complete success 9 ,8 "r h&1 & an et]nal /ruggle = success 9 ,8 left1 ,i w\ld take ! left40 ,x is ?r\gh /ruggle1 ?r\gh bravely meet+ & ov]com+ ob/acles t we f9d ourselves & develop our /r5g?4 ,a successful bus9ess man tells me t e victory he has ga9$ 9 a long c>e] has be5 ! result ( h>d fight+1 s t n[ he is actually afraid ( an easily-won success4 ,he feels t !re mu/ be some?+ wrong :5 any?+ wor? :ile c be obta9$ )\t a /ruggle4 ,fight+ 8 way to triumph1 ov]com+ ob/acles1 gives ?is man pleasure4 ,difficulties are a tonic to him4 ,he enjoys do+ h>d ?+s1 because x te/s 8 /r5g?1 8 ability4 ,he does n l do+ easy ?+s1 because x does n give him ! exhil>ation1 ! joy1 t is felt aft] a victori\s /ruggle4 ,"s natures nev] come to !mselves1 nev] discov] _! real /r5g?1 until !y meet ) opposition or failure4 ,_! res]ve ( p[] lies s deep )9 !m t any ord9>y /imulus does n ar\se x4 ,b :5 !y are confront$ ) ob/acles1 :5 !y are ridicul$1 8sat d[n ^u10 or :5 !y are abus$ & insult$1 a new =ce seems to be born 9 !m1 & !y d ?+s :i* be=e w\ld h seem$ impossible4 ,:5ev] a motive is great en\gh1 an em]g5cy l>ge en\gh1 a responsibility heavy en\gh1 to call out ! hidd5 res]ve 9 our nature1 lat5t en]gies spr+ =? :i* a/oni% u4 ,! ?9-sk9n$1 s5sitive salesman succumbs to ! fir/ brea? ( opposition or disc\ragem5t4 ,x is un=tunate to all[ ! cu/om] ev] to say 8,no10 b d n let a 8,no0 ov]:elm y4 ,rememb] ?is is y\r te/4 ,if y /ick to y\r guns & don't %[ ! :ite fea!r a 8,no0 w br+ out ! be/ t is 9 y4 ,:5ev] y he> 8,no10 call to m9d m5 l ,napoleon & ,grant1 :o ?riv$ on opposition & rebuffs4 ,x is n an easy matt] to f9d salesm5 :o are capable ( cop+ ) all sorts ( antagonism4 ,b !y are ! ones 9 dem&4 ,su* m5 are n easily argu$ d[n--!y c put up a /iff fight aga9/ e k9d ( opposition4 ,:]e ! weak salesman retires f ! field beat51 ! man ) grit & /am9a is only tak+ 8 second brea?4 ,he does n let a rebuff or two phase him4 ,"s salesm5 are s weak t !y _c ev5 ma9ta9 _! own individuality 9 ! pres5ce ( a prospect ) a /rong1 vigor\s m5tality4 ,he w annihilate _! argum5ts 9 a tw9kle4 ,!y fall d[n be=e 8 onslaught & say1 8,yes1 ,i guess y're ab\t "r1 ,mr4 ,blank4 ,i hadn't ?\ght ( t be=e4 ,b ,i guess y "k be/40 ,!y _c hold _! gr\nd1 ma9ta9 _! argum5ts1 because !y all[ !mselves to be drawn out ( _! curr5t ( m5tal vibration1 to be ov]come by ! curr5t ( ! /rong] m5tality4 ,i "k two salesm5 :o g out f diff]5t h\ses ov] simil> t]ritory ) ! same l9e ( goods4 ,"o ( !m sells f\r or five times z mu* 9 a ye> z ! o!r4 ,"o man />ts out ) ! expectation1 ! det]m9ation to sell1 &1 ( c\rse1 he gets a v l>ge sal>y on acc\nt ( 8 great ability to sell4 ,! o!r man gets a v small sal>y1 j b>ely en\gh to enable him to hold on to 8 job1 because ob/acles seem s great to him4 ,he returns (t5] ) excuses = n sell+ ?an ) ord]s4 ,he has n ! ability to annihilate difficulties1 to ov]come ob/acles1 :i* ! o!r man has4 ,he br+s back to 8 h\se small ord]s1 or none1 because he _c ov]come ! objections ( 8 cu/om]s1 _c conv9ce !m t !y want :at he has to sell4 ,i once saw an adv]tisem5t ( a big firm = a manag]1 :i*1 aft] describ+ ! sort ( man want$1 & say+ t no o!r ne$ apply1 clos$ )1 8,! man mu/ be able to cope ) antagonism40 ,n[1 ! tr\ble ) ! unsuccessful salesman ,i speak ( is3 he is n able to cope ) antagonism4 ,he hoi/s ! :ite flag ! mom5t ! enemy confronts him4 ,he has no fight 9 him1 & surr5d]s be=e a %ot is fir$4 ,:5 a prospect or cu/om] puts up an objection he is done4 8,well1 ,i guess p]haps y are "r10 he says1 8x may be bett] = y n to buy n[40 ,?is salesman lacks /am9a4 ,!re is n en\gh lime 9 8 backbone1 n en\gh iron 9 8 blood4 ,he is a good hone/ s\l1 b he lacks ! virility t *>act]izes ! great salesman4 ,rememb] t e weak /r& 9 y\r "*1 e h9d]+ peculi>ity1 e un=tunate habit1 w cripple y\r sales & m> y\r success4 ,s5sitiv5ess1 timidity1 %yness1 lack ( grit or c\rage1 all ( ^! weaknesses are virtually cutt]s-d[n ( y\r ability to sell4 ,timid1 %y or s5sitive p are (t5 morbidly self-consci\s4 ,!y are always analyz+1 dissect+ !mselves1 wond]+ h[ !y appe>1 :at p ?9k ( !m4 ,^! ?+s keep ! m9d div]t$ f its real object & are all de/roy]s ( conc5tration & p[]4 ,ov]-s5sitiv5ess is a v s]i\s h&icap 9 salesman%ip4 ,! man :o is n able to take 8 m$ic9e ) a smile1 :o is n able to cope ) a surly1 a cantank]\s1 a quick-temp]$ or a %>p-tongu$ cu/om]1 has no place 9 salesman%ip4 ,9 o!r words1 a great salesman mu/ be able to c>ry on 8 sell+ campaign at ! po9ts :]e ! ord9>y salesman falls d[n4 ,to d ?is he mu/ n be ?9-sk9n$4 ,he mu/ be able to /& all sorts ( abusive talk "u :i* ! s5sitive1 ov]-ref9$ salesman quails4 ,he mu/ be ready to pu% on vigor\sly at ! po9t :]e ! salesman :o lacks grit w quit & turn back4 ,he mu/ be able to /& hav+ pepp] & salt spr9kl$ on 8 sore spots )\t w9c+4 ,he %\ld keep "o ?+ cont9ually 9 m9d3 t 8 bus9ess is1 at all co/s1 to make a sale4 ,?is does n mean t a good salesman mu/ h a rh9oc]os hide2 t w\ld make him unfeel+1 unsympa!tic1 & he w\ld lack ! human quality :i* is s ess5tial 9 salesman%ip4 ,nor does x mean t he %\ld be pugnaci\s or ov]-aggressive4 ,x simply means t he mu/ be able to antidote & neutralize ! prospect's ?ru/s1 h[ev] cruel or aggravat+4 ,9 %ort1 :ile keep+ p]fect control ( himself1 rema9+ pleasant & agreeable ?r\gh\t1 he mu/ be able to put up a /iff fight1 a dignifi$1 manly fight t w leave him ma/] ( ! situation4 ,?is is :]e ! timid or ov]-s5sitive salesman falls %ort4 ,he is ?r[n completely (f 8 base by ! vigor\s ?ru/s & argum5ts ( ! r\gh1 en]getic bus9ess man :o doesn't /op to *oose 8 words4 ,he feels injur$ at ! slighte/ reflection ^u 8 ability1 8 tru?fulness1 ! "* ( 8 goods1 or 8 h\se4 ,i "k a salesman ( ?is sort :o w nev] make 8 m>k1 :o fl>es up1 8gets up on 8 e>10 z !y say1 :5ev] 8 s5sitive1 sore spots are t\*$4 ,he lacks t ma/]fulness & sup]b confid5ce 9 himself :i* make a salesman pro( aga9/ abuse or opposition4 ,! self-confid5t man is imp]vi\s to ! slights or slurs t make ! s5sitive man %r9k into himself4 ,he is too s5sible ( 8 own dignity to let !m int]f]e ) 8 bus9ess4 ,:5 ! small man1 ! pepp]y or morbidly s5sitive man1 feels t he mu/ protect 8 8honor10 ev5 if he lose a sale1 ! big1 broad man kn[s t no "o c hurt 8 honor b himself1 & t x is be/ s]v$ by refus+ to feel hurt or insult$ :]e 9 reality no insult is int5d$4 ,ano!r po9t t works to ! great disadvantage ( ! timid or s5sitive salesman is ?is3 he is afraid to make :at is call$ ! 8cold0 or 8/raight0 canvass2 t is1 to approa* p )\t hav+ a 8lead0 or an introduction4 ,?is is a great weakness1 & v (t5 false pride is at ! bottom ( x4 ,! man feels above 8 task4 ,aga91 ignorance ( goods or ( sell+ pr9ciples w cause a man to lack confid5ce 9 himself1 & !n1 naturally1 he is timid1 fe>ful1 = he =esees ! failure t awaits him :5 he calls on a cu/om]4 ,ignorance is timid2 k is bold1 c\rage\s4 ,x is n en\gh to h possession ( y\rself if y don't also h possession ( y\r bus9ess1 t is1 if y are n ?or\ghly gr\nd$ 9 ! pr9ciples ( salesman%ip4 ,?us gr\nd$1 if y adopt ! "r attitude t[>d y\r bus9ess & t[>d y\rself1 no?+ c keep y f success4 ,?r[ (f y\r %yness1 y\r morbid s5sitiv5ess1 y\r timidity4 ,get rid ( y\r lack ( fai? & c\rage4 ,confid5tly expect t y are go+ to be a great salesman1 a di/9ctive "o1 a salesman ) individuality1 ) orig9ality1 ) inv5tiv5ess1 a man ( res\rce & p[]4 ,nev] all[ y\rself to ?9k t any?+ is true ab\t y t y wi% to be o!rwise1 because ! ?\ght y hold 9 m9d is ! model ( y\r life build+4 ,?9k fai?1 ?9k c\rage1 ?9k /r5g?1 & y w develop ^? qualities4 ,! reason :y s _m ( u build s sl[ly & s poorly is because we are con/antly de/roy+ our build+ by %ift+ our model4 ,"o day we h confid5ce 9 ourselves1 & our m5tal model is full ( c\rage1 hope & expectancy1 & ! life =ces build accord+ly4 ,! next day we are 9 ! dumps1 h no fai? 9 ourselves1 are disc\rag$1 & ( c\rse ^! are ! models = t day's build+1 de/roy+ ! build+ ( ! previ\s day1 & ?us _m ( u g ?r\gh life1 build+ up & te>+ d[n4 ,be consi/5tly c\rage\s1 hopeful1 confid5t 9 y\rself & 9 ! p[] ( y\r ,creator to make y :at y long to be1 & nobody1 no?+ on ?is e>?1 c d[n y4 ,!re is ev]y?+ 9 fl++ out a sup]b confid5ce 9 y\rself1 a firm belief t y are go+ to w94 ,expel all d\bt & fe>1 all uneas9ess1 f y\r m9d & approa* e prospect ) ! expectation ( success4 8,c\rage10 says ,em]son1 8comes f hav+ done ! ?+ be=e40 ,y\r fir/ success w give y ! mom5tum t w pu% y on to ! next4 ,e a*ievem5t adds to our self-confid5ce1 ! great lead] ( all our o!r faculties4 ,if confid5ce does n g ahead1 ! o!r faculties refuse to g on4 ,e "t y conqu] :at y und]take1 y add s mu* to ! p[] ( all ! faculties y possess4 ,j z a sn[ball gr[s l>g] & l>g] z x rolls d[n hill1 s our lives gr[ l>g]1 ri*]1 ) ea* exp]i5ce4 ,we lose no?+ ( :at we a*ieve4 ,x is all add$ to ! life-ball4 ,n long ago ,i ask$ a v successful man1 really a 8born salesman10 :at he consid]$ ! ess5tial qualifications = good salesman%ip4 ,he put 9 ! fir/ category ( qualifications3 confid5ce 9 y\r goods1 confid5ce 9 y\r firm1 & confid5ce 9 y\rself1 plus en?usiasm1 plus e>ne/ness1 plus p]sev]ance1 plus h>d "w1 plus enjoym5t ( y\r "w4 ,9 ! second place he put3 g5]al k ( m]*&ise4 ,9 ! ?ird place he put3 p]sonality1 & "u ?is head+ he includ$1 hone/y1 neatness ( appe>ance1 poise1 c\rtesy1 s9c]ity1 & temp]ance4 ,! natural born salesman1 he said1 possesses all ( ^! ?+s1 & 9 addition1 tact1 %rewdness1 & und]/&+ ( human nature4 ,n[1 !re is no?+ 9 ?is li/ ( qualifications t is n )9 ! rea* ( e hone/ intellig5t y\? :o has en\gh /am9a & w p[] to make 8 life a success4 ,y are a *ild ( ! ,inf9ite2 y be> ! /amp ( ! ,creator1 & y mu/ p>take ( ,8 qualities4 ,x is up to y1 !n1 to make good2 x is y\r duty z a man to %[ y\r orig91 to /& y\r gr\nd1 to ma9ta9 y\r indep5d5ce1 y\r self-reliance1 y\r dignity1 aga9/ all attacks4 ,x is up to y to /& = some?+ 9 y\r life "w1 to be c\nt$ z "o to be reckon$ ) 9 any transaction4 ,x is y\r own fault if y are suck$ out ( y\r own plane ( vibrations by a bully1 a fight]1 by any "o1 be he great or small4 ,sell+ hone/ goods is an honorable pursuit4 ,br+ out y\r ,god-giv5 p[]s4 ,improve ! qualities ,he has giv5 y & make y\r "w1 make y\r life significant4 ,don't be apologetic2 don't be afraid2 don't cr+e or wilt "u opposition4 ,feel ! importance & dignity ( y\r "w & let o!rs feel t y feel x4 ,say to y\rself1 8,i too am a son ( ,god1 ! equal ( ?is or any o!r man4 ,i am go+ to ma9ta9 my poise1 my individuality1 my fai? 9 myself1 no matt] :at he says4 ,i am z self-reliant1 z indep5d5t1 z =ceful z any o!r man4 ,i %all n be c[$ by any "o4 ,i am n go+ to be d[n$ by an ob/acle40 ,y w f9d x a wond]ful help 9 ov]com+ ob/acles 9 e phase ( y\r "w to assume a victori\s m5tal attitude1 & to c>ry y\rself l a conqu]or4 ,if y g ab\t among y\r fell[s ) a defeat$ expression 9 y\r face1 giv+ ! impression t y are n mu* ( a man anyway1 t life has be5 mo/ly a defeat1 & t y don't look =w>d to any success wor? :ile1 y c]ta9ly _c hope to1 & nev] w1 inspire confid5ce 9 o!rs2 if y\r face1 on ! o!r h&1 gl[s ) ! expression ( victory1 if y c>ry a victori\s attitude1 if y walk ab\t ! e>? l a conqu]or1 a man victory-organiz$1 y are head$ t[>d victory4 ,no?+ c keep y f w9n+ out1 because--& don't =get ?is--,success beg9s 9 ! m9d4 ,,*apt] ,,xxiv ,,meet+ ,,competition3 8,,"k ,,y\r ,,goods0 8,?is is ! age ( pu%1 /ruggle & fi]ce competition40 8,/udy y\r competitor--8 mann] & me?od ( do+ ?+s40 ,!re are c]ta9 l9es ( bus9ess 9 :i* ! salesman has no competition2 ?is1 h[ev]1 is ! exception4 ,!re are _m l9es 9 :i* ! competition is m imag9>y ?an real2 t is to say1 ! quality ( ! goods ( ! s-call$ competitor is s mu* inf]ior to t ( ! goods c>ri$ by a fir/-rate h\se t !re is no real competition4 ,! buy]1 h[ev]1 :o is usually %rewd1 &1 un=tunately1 is (t5 unscrupul\s1 w1 if possible1 lead ! salesman to ?9k t competitors h giv5 bett] prices or bett] t]ms1 & t _! goods are sup]ior4 ,! salesman :o is n arm$ at e po9t to meet 8 tactics runs ! risk ( be+ impos$ on4 ,"o sup]latively good rule is ?is3--8,"k ,y\r ,goods40 ,t w enable y to meet bo? real & imag9>y competition4 ,by ?is we mean1 be famili> ) ! intr9sic m]its ( ! goods y are sell+1 & "k ! m>ket conditions :i* surr\nd ! trade4 ,read v c>efully all ! lit]ature & adv]tisem5ts put out by y\r h\se4 ,no?+ w de/roy a buy]'s confid5ce m quickly ?an to f9d a salesman ignorant ( ! claims made by 8 own h\se1 or ( ! specific qualities ( ! goods (f]$ = sale4 ,salesm5 ne$ to keep !mselves fre% & en?usia/ic 9 reg>d to _! goods1 n only by ?or\gh read+ ( _! h\se organs1 & all lit]ature issu$ ) ! view ( creat+ patronage1 b also by gett+ in=mation f e possible s\rce t w help !m 9 _! special l9e4 ,outside ( :at a man c le>n f ! pr9t$ matt] furni%$ by 8 own h\se1 he may le>n mu* additional f lead+ trade j\rnals & by talk+ ) m5 :o are famili>1 9 a practical way1 ) 8 l9e4 ,9 gett+ in=mation f ! salesm5 ( a compet+ h\se x is be/ n to ex*ange confid5ces4 ,le>n all y c 9 an op51 fair way1 b d n resort to trick]y1 or to any me?ods :i* y w\ld be unwill+ to h a competitor use ) y\r h\se4 ,! second rule = meet+ competition is 8,"k ,competitors' ,goods40 ,?is aga9 involves n only be+ famili> ) ! quality & uses ( ! goods1 b ) ! reputation ( ! manufactur] & 8 sell+ ag5ts1 z well z ! class ( trade to :i* competitors cat]1 ! class ( salesm5 !y employ1 & ! e?ics !y obs]ve 9 do+ bus9ess4 ,"s believe t ?ree-qu>t]s ( all bus9ess is done on a fri5d%ip basis4 ,b x is a diff]5t fri5d%ip ?an t meant by ! accept$ t]m4 ,x is bus9ess fri5d%ip1 n social fri5d%ip4 ,naturally1 if y d bus9ess amicably ) a man = a long "t y are 8fri5dly40 ,y call ea* o!r ,smi? & ,br[n1 possibly 8,*>lie0 & 8,eddie02 maybe y lun* toge!r occasionally4 ,b su* fri5d%ip is 9 n[ise l t be/[$ on y\r old neighbors1 y\r college classmates1 or y\r club bro!rs4 ,_m a man :o has />t$ out to d bus9ess on a real fri5d%ip basis has f\nd out to 8 sorr[ t x c't be done4 8,fri5d%ip & bus9ess don't mix0 is an old adage & a true "o4 ,y c't presume on y\r intimacy ) a man to sell him goods2 & x is seldom y c get 8 trade away f a successful salesman1 ev5 if y h id5tical goods & quote ! same price4 ,! salesman has become ! buy]'s fri5d too1 9 a diff]5t way to :at y are1 b /ill a fri5d & des]v+ ( consid]ation4 ,no d\bt bus9ess fri5d%ip plays a v l>ge "p 9 bus9ess gett+ ) all salesm54 ,y "k h[ h>d x (t5 is1 to break 9 on ! trade ( ano!r man1 simply because he has won ! fri5d%ip ( 8 cu/om]s4 ,keep ?is 9 m9d1 & d ev]y?+ to w9 ! fri5d%ip & m]it ! cont9u$ confid5ce ( y\r trade4 ,9 ?is connection1 rememb] t 8knock+0 is bad4 ,:5 giv+ ! rule1 8,don't knock10 z a good "o = e salesman1 ,i mean simply t a salesman %\ld n criticise unfairly or bitt]ly ! goods ( ano!r4 ,!re is no h>m 9 po9t+ out ! real defects or inf]iority ( rival m]*&ise1 b x is a great mi/ake to %[ ill-w or to make unk9d1 uncall$-= criticisms4 ,if x is necess>y to protect a man f buy+ :at is go+ to cause him a loss1 we %\ld n hesitate 9 criticiz+ & po9t+ out defects1 b our criticisms %\ld be made 9 a tactful way1 s z n to leave ! impression t we are 8sore-heads40 ,9 ! next place1 avoid ! great mi/ake ( "y salesm51 & ( _m exp]i5c$ m51 :o talk _! competitors' goods f> too mu*4 ,i "k a salesman ( v pleas+ p]sonality :o frequ5tly hurts 8 sales 9 ?is way4 ,he has a way ( scatt]+ 8 cu/om]'s att5tion by introduc+ ! possibilities ( rival products 9 8 own l9e4 ,at ! pres5t "t he is sell+ automobiles1 & is con/antly comp>+ 8 c> ) o!rs1 div]t+ ! cu/om]'s att5tion1 by enl>g+ on ! advantages & disadvantages1 ! good & bad po9ts1 ( rival c>s1 confus+ a man by br++ into 8 m9d s _m ?+s at ! same "t4 ,he seems to take delight 9 exhibit+ 8 ?or\gh k ( ! po9ts ( ^? o!r c>s1 &1 9 do+ s1 he (t5 raises a "q 9 ! cu/om]'s m9d z to ! desirability ( "s o!r ?an ! "o ! salesman is sell+1 & w 9 _m in/ances po/pone pur*as+ until he inve/igates ! rival c>s4 ,! be/ salesm5 say v little ab\t a competitor's goods4 ,!y simply expla9 & emphasize ! advantages & good po9ts ( _! own4 ,don't ignore que/ions ab\t competitors1 & don't fail to bani% f ! cu/om]'s m9d all d\bts & prejudices1 b x is a s]i\s mi/ake to sp5d a lot ( "t talk+ ab\t competitors' goods1 :5 y ought to be /ick+ to ! m]its ( y\r own4 ,answ] quickly all que/ions1 & !n swit* back to ! excell5ce ( :at y are sell+4 ,be s en?usia/ic ab\t y\r own sell+ po9ts t rivalry w be =gott54 ,9 meet+ competition1 d n be fool$ by ! "q ( price4 ,at pres5t1 v _m /aple l9es are ( ab\t ! same quality & ! same price1 s t y mu/ br+ out1 z a high-grade salesman %\ld1 ! fact t s]vice is ! ma9 consid]ation4 ,%[ :at y\r h\se c d 9 ! matt] ( prompt deliv]ies1 c>eful pack+1 dep5dability z reg>ds uni=m quality1 correct c\nt1 lib]al t]ms1 etc41 & d n =get t ! g5]al reputation ( y\r h\se is a sell+ po9t4 ,! facilities :i* y h = keep+ abrea/ ( ! times1 l ! employ+ ( exp]ts to d exp]im5tal "w1 !reby improv+ y\r product all ! "t1 is a po9t ( s]vice well wor? consid]ation4 ,n ! lea/ important ( ! me?ods to meet competition is = ! salesman to analyze bo? ! conditions ( ! p on :om he calls & ! t]ritory 9 :i* he works4 ,any sugge/ions t he may make to 8 h\se w help 9 ! matt] ( educational adv]tis+1 :i* always c be us$ to advantage 9 sell+4 ,above all1 a salesman c meet competition mo/ effectively by a /rong p]sonality4 ,rememb] t y\r goods are judg$ by y\rself1 sometimes1 ev51 unfairly2 & rememb] t we are always judg$ by our weake/ po9ts2 h5ce1 9 ord] to hold y\r old trade f competitors1 & to get new trade1 y mu/ possess 8bus9ess magnetism10 :i* is ano!r way ( say+ 8a /rong p]sonality40 ,,*apt] ,,xxv ,,! ,,salesman ,,& ,,! ,,sales ,,manag] ,e salesman %\ld feel t he is a p>tn] 9 ! bus9ess4 ,! man :o ?9ks he kn[s x all is tak+ a head] = oblivion4 ,x is ( ! utmo/ importance t e salesman %\ld h full confid5ce 9 8 sales manag]4 ,!re are _m peculi> conditions :i* exi/ 9 all l9es ( bus9ess4 ,! conditions ( ! trade are be/ kn[n to ^? :o h rea*$ ! position ( sales manag] or g5]al manag]1 & _! advice %\ld always be s\ght ) an op5 & receptive m9d4 ,9 _m l9es ( bus9ess1 treat+ & ent]ta9+ play an important "p4 ,(t51 bus9ess c be procur$ ?r\gh tak+ y\r cu/om] to ! !at]1 or tak+ him to y\r club = lun* or d9n]1 & q (t5 an aft]noon play+ golf may be ! be/ way to 8l&0 a l>ge contract4 ,!re is f> less ent]ta9+ done n[adays1 h[ev]1 ?an =m]ly4 ,ent]ta9+ is always s agreeable = ! ent]ta9]1 z well z = ! cu/om]1 t _m salesm5 are likely to ov]do 9 ?is respect4 ,!y atta* too mu* importance to social meet+s outside ( ! actual gett+ ( ord]s2 h5ce1 x is wise to abide by :at ! head ( ! firm1 or ! sales manag]1 may ?9k 9 ! matt] ( j h[ f> to g :5 exp5d+ money1 ev5 = cig>s t are to be giv5 ) ! view1 n ( brib+ ! cu/om]1 b ( gett+ him 9 a fri5dly attitude ( m9d4 ,always be op5-m9d$ at ! weekly or daily meet+s1 :5 in/ructions are giv5 by ! sales manag]4 ,d n ref] to 8 words z 8hot air0 & 8bunk40 ,if y h sugge/ions1 d n hesitate to call 8 att5tion to :at y ?9k w\ld be helpful to ! o!r m54 ,rememb] t if y really "k m ?an ! sales manag] does1 x is n go+ to be long be=e y w h 8 job4 ,if y only ?9k y "k m ?an he does1 & y p]si/ 9 %[+ ?is1 ei!r by words or actions1 y w soon lose y\r job4 ,writt5 in/ructions f a sales manag] are ! be/ k9d4 ,he w\ld always d well to sum up briefly ! ma9 po9ts ( 8 advice1 & get !m out 9 ! =m ( a lett] or bullet94 ,half a page ( typewritt5 ideas1 conta9+ a few words ( inspiration1 w "w wond]s1 bo? = ! disc\rag$ & = ! en?usia/ic memb]s ( 8 =ce4 ,to get ! be/ results1 sales manag]s %\ld always be fri5dly & sympa!tic ) _! m54 ,h>% criticisms upset a man1 sometimes1 to ! ext5t t he w be worri$ & n]v\s = sev]al days4 ,positive & emphatic reprim&s are (t5 call$ =1 b !y %\ld always be c\rte\s & tactful4 ,& ! salesman1 :5 li/5+ to ! criticisms ( 8 sales manag]1 %\ld rememb] ?is old quotation1 8,bett] ! w\nds ( a fri5d ?an ! kisses ( an enemy40 ,sales manag]s ( ! old s*ool believe t f9d+ fault & h>%1 driv+ me?ods w get ! be/ results4 ,!y are mi/ak54 8,y c get m flies ) molasses1 ?an y c ) v9eg>10 is a say+ p]fectly true 9 its application alike to ! salesman & ! sales manag]4 ,?is does n mean t ! weak-kne$1 sp9eless manag] c get good results4 ,be+ fri5dly does n mean los+ dignity4 ,diff]5t m5 mu/ receive diff]5t treatm5t4 ,!re are lazy m51 untidy m51 ^? :o d n try to make ! mo/ ( :atev] ability !y h1 & m5 ) o!r m or less grave faults4 ,9 deal+ ) ^!1 x is necess>y to 8lay d[n ! law0 mu* m emphatically ?an ) ! timid b ambiti\s ones4 ,m>%all ,field 0 9 ! habit ( say+ to 8 employees1 8,rememb] t ! cu/om] is always "r40 ,i w\ld advise e salesman to keep 9 m9d ^! words3 8,rememb]1 y\r sales manag] is always "r40 ,a matt] y mu/ inv>iably ref] to y\r sales manag] is t ( sway+ y\r cu/om] by gifts4 ,_m p want some?+ = no?+1 & a salesman (t5 ?9ks t ! easie/ way to get an ord] is to use "o or ano!r k9d ( brib]y4 ,?is may take ! =m ( rebates1 or ca% on ! spot1 or pres5ts4 ,be v discreet 9 su* matt]s4 ,z a sci5tific salesman1 d n =get to consid] ! buy]4 ,he is buy+ sci5tifically4 ,he is suspici\s4 ,e "o is try+ to drive a v close b>ga94 ,he tries to make y yield on price1 to make "s concessions on paym5ts1 to give special privileges ab\t return+ goods1 etc4 ,bew>e ( all ^! tactics4 ,"h1 aga91 y mu/ consult frequ5tly1 & ) confid5ce1 y\r sales manag]4 ,he kn[s ! tricks ( y\r p>ticul> trade1 & he w be able to give y prop] coa*+4 ,be sure1 above all ?+s1 t if y\r sales manag] _h a *ance to put an epitaph on y\r tomb/one x w\ld n be ?is3 8,he meant well1 tri$ a little1 & fail$ mu*40 ,,*apt] ,,xxvi ,,are ,,y ,a ,,good ,,mix]8 ,*>m ( p]sonality is a div9e gift t sways ! /ronge/ *>act]s1 & sometimes ev5 controls ! de/9ies ( nations4 ,! art ( ! salesman is ak9 to t ( ! orator4 ,bo? seek ! ma/]y ( ! m9d1 ! sympa?y ( ! s\l1 ! compulsion ( ! he>t4 ,p]sonal magnetism 9 a man corresponds to *>m 9 a woman4 ,an attractive1 pleas+ p]sonality makes a /rik+ fir/ impression4 8,gett+ :at y want f k+s or /atesm510 ,de ,bl[itz said1 8is all a matt] ( d9+ ) ! "r p40 ,?r\gh ! p[] ( 8 *>m+ pres5ce1 8 graci\s mann]1 ?is fam\s j\rnali/ accompli%$ great] ?+s at ! d9n] table1 9 ! draw+-room or ball-room ?an any o!r newspap] man 9 ,europe accompli%$ ?r\gh lett]s ( introduction1 influ5ce & special 8pulls40 ,8 popul>ity1 8 p[] to int]e/ & please o!rs1 0 8 /ronge/ asset4 ,! ability ( ,*>les ,m4 ,s*wab to make fri5ds1 8 /rong social qualities1 8 faculty = ent]ta9+1 = mak+ himself agreeable1 play$ a p[]ful "p 9 8 rapid advancem5t f a doll>-a-day job to ! position ( millionaire /eel manufactur]4 ,x 0 8 social qualities :i* fir/ drew ,mr4 ,c>negie s /rongly to him4 ,dur+ ! ,home/ead tr\bles1 accord+ to reports1 "y ,s*wab us$ to *e] ,mr4 ,c>negie ) humor\s /ories & ! s++ ( ,scotti% ballads1 & ! iron ma/] 0 always 9 bett] spirits aft] a visit f ! "y man4 ,!re is no o!r "o ?+ 9 su* univ]sal dem& ev]y:]e1 9 social life & 9 bus9ess1 z ! p[] to attract & please4 ,a magnetic p]sonality (t5 comm&s a mu* bigg] sal>y ?an great ability ) a disagreeable p]sonality4 ,i h 9 m9d a "y bus9ess man1 ) su* a captivat+ mann]1 ) su* p[] to int]e/ & please1 t !re are _m firms 9 ?is c\ntry :i* w\ld pay him a fabul\s sal>y = 8 s]vices4 ,we all l to d bus9ess1 ) p :o attract u4 ,if we c\ld analyze crack]-jack salesm5 9 ?is c\ntry1 we %\ld f9d t !y are m5 :o h a f9e magnetic p]sonality4 ,!y are great 8mix]s10 !y und]/& human nature4 ,!y are usually m5 ( broad sympa?ies1 are l>ge-he>t$1 & ( magnanim\s natures4 8,diamond ,jim0 ,brady--,james ,bu*anan1 he 0 *ri/5$1--is a %9+ example ( ! ultimate salesman4 ,mr4 ,brady has advanc$ himself to ! position ( sell+ roll+ /ock & supplies to railroads1 & occasionally he sells entire railroads1 mak+ enorm\s fees z brok]4 ,he is p]haps ! p]sonification ( 8p]sonality0 & z a 8mix]0 he has no pe]4 ,8 "n is synonym\s ) 8good fell[10 & 8 li/ ( acqua9tances is said to be z l>ge z t ( any o!r "o man 9 ,new ,york4 ,!re is some?+ ab\t "o's p]sonality :i* eludes ! photograph]1 :i* ! pa9t] _c reproduce1 :i* ! sculptor _c *isel4 ,?is subtle some?+ :i* e "o feels1 b :i* no "o c describe1 :i* no biograph] ev] put d[n 9 a book1 has a great deal to d ) "o's success 9 life4 ,x is ?is indescribable quality1 :i* "s p]sons h 9 a rem>kable degree1 :i* sets an audi5ce wild at ! m5tion ( ! "n ( a ,l9coln or a ,bla9e1--:i* makes p applaud beyond ! b\nds ( en?usiasm4 ,x 0 ?is peculi> atmosph]e :i* made ,clay ! idol ( 8 con/itu5ts4 ,al?\gh1 p]haps1 ,calh\n 0 a great] man1 he nev] ar\s$ any su* en?usiasm z 8! mill-boy ( ! sla%es40 ,web/] & ,sumn] 7 great m51 b !y did n ar\se a ti! ( ! spontane\s en?usiasm evok$ by m5 l ,bla9e & ,clay4 ,a hi/orian says t 9 measur+ ,kossu?'s influ5ce ov] ! masses1 8we mu/ fir/ reckon ) ! orator's physical bulk1 & !n c>ry ! measur+ l9e above 8 atmosph]e40 ,if we _h disc]nm5t f9e en\gh & te/s delicate en\gh1 we c\ld n only measure ! p]sonal atmosph]e ( individuals1 b c\ld make m accurate e/imates conc]n+ ! future possibilities ( s*oolmates & "y fri5ds4 ,we are (t5 misl$ z to ! position !y are go+ to occupy f ! fact t we are apt to take acc\nt m]ely ( _! ability1 & d n reckon ?is p]sonal atmosph]e or magnetic p[] z a "p ( _! success capital4 ,yet ?is individual atmosph]e has q z mu* to d ) "o's advancem5t z bra9-p[] or education4 ,inde$1 we con/antly see m5 ( m$iocre ability1 b ) f9e p]sonal pres5ce1 be+ rapidly advanc$ ov] ! heads ( ^? :o are inf9itely _! sup]iors 9 m5tal end[m5ts4 ,walt ,:itman us$ to say t a man is n all includ$ betwe5 8 hat & 8 boots4 ,?is is b ano!r way ( putt+ ! fact1 prov$ by sci5ce1 t our p]sonality ext5ds beyond our bodies4 ,x is n :o we are1 h[ we are dress$1 or h[ we look1 :e!r we are homely or h&some1 educat$ or un$ucat$1 s mu* z :at we are t creates t subtle my/]i\s atmosph]e ( p]sonality :i* ei!r draws p to u or drives !m f u4 ,if y are exclusive2 if y always want to keep by y\rself & read1 ev5 ?\gh x be = self-improvem5t2 if y love to get 9 a seat by y\rself :5 y travel2 if y %r9k f mix+ or gett+ acqua9t$ ) o!rs on ! road or 9 hotel lobbies2 if p bore or irritate in/ead ( int]e/ y1 y w nev] make a great salesman4 ,y mu/ be a good mix]1 a 8good fell[0 9 ! highe/ s5se ( ! ^w 7n a dissipat]72 y mu/ be popul> because ( y\r lovable human qualities1 or y w n h t peculi> draw+ p[] :i* invites confid5ce & attracts bus9ess4 ,no matt] :at o!r excell5t qualities he may possess1 ! exclusive man is r>ely1 if ev]1 magnetic2 he doesn't draw p to him2 on ! contr>y1 he keeps !m at a di/ance4 ,i "k ( an exclusive salesman ( ?is sort :o = lack ( ?is draw+ quality is mak+ a v poor %[+ 9 8 bus9ess4 ,al?\gh a spl5did fell[ 9 _m respects1 a man ( high ideals & /]l+ hone/y1 he is n popul>1 because he has nev] le>n$ to be a mix]1 nev] le>n$ to be a good fell[1 to approa* p ) a smile & a *e]y greet+1 to hold out ! glad h& ( fell[%ip4 ,:5 he regi/]s 9 a hotel1 ev5 if he has be5 !re _m times1 he j b[s to ! cl]k1 secures 8 room1 & retires to x at once4 ,he loves books1 is q a /ud5t1 b he does n c>e to be ) p any m ?an he c help4 ,! o!r travel+ salesm5 d n l him4 ,8 di/ant1 dignifi$ p]sonality repels !m4 ,9 a ^w1 8 exclusiv5ess & 8 lack ( magnetism h l>gely /rangl$ 8 effectiv5ess z a salesman4 ,x takes w>m human qualities to make a good salesman4 ,y _c sell ?+s by ! use ( m]e cold te*nique1 h[ev] p]fect4 ,y mu/ e/abli% sympa!tic1 wireless connection ) ! prospect's m9d by mak+ him feel t y are n only v mu* ( a man to />t )1 b t y h a lot ( human sympa?y1 & are really anxi\s to s]ve him1 to put a good ?+ 9 8 way4 ,"s salesm5 h no m real sympa?y = _! prospect ?an !y w\ld h = a ,h9doo image4 ,_! voices c>ry no m sympa?y1 no m real human feel+ ?an a talk+ ma*9e4 ,! h\se t employs !m might z well s5d out phonographs to repeat _! me*anical salesman /ory4 ,!y may hold cu/om]s :o "k t ! firm !y repres5t has an excell5t reputation1 b !y h no p[] to attract new ones4 ,!re is no o!r factor :i* ent]s s l>gely into success 9 bus9ess1 9 social1 & 9 pr(essional life1 z does p]sonality4 ,!re is no?+ else :i* has su* an influ5ce 9 our deal+s ) o!rs4 ,x is "o ( ! salesman's greate/ assets4 ,x w make all ! diff]5ce 9 ! _w to him :e!r he is sociable1 magnetic1 ) an attractive1 agreeable1 *e]ful temp]am5t1 or :e!r he is gr\*y1 cranky1 disagreeable & ar\ses antagonism 9 ^? ) :om he deals4 ,x is n always ! man ( ! greate/ ability1 ! greate/ m5tal p[]1 by any means1 :o makes ! great salesman4 ,a man may be a m5tal giant2 he may h a ,web/]ian bra9 & yet be a pigmy ( a salesman4 ,a pleas+1 attractive p]sonality is a trem5d\s draw+ p[]4 ,x has ! same advantage a sweet1 beautiful girl has :5 y fir/ meet h]4 ,! girl doesn't h to try to make a good impression2 h] p]sonality1 h] *>m1 h] grace d ?is )\t any ef=t on h] "p4 ,i h he>d m]*ants say !y look$ =w>d ) ke5 pleasure to ! com+ ( a c]ta9 salesman because he 0 su* a good fell[2 he 0 s sociable1 *e]y & agreeable4 ,x is a v difficult ?+ to resi/ t magnetic *>m ( p]sonality :i* has sway$ judges & juries f ju/ice1 & has ev5 *ang$ ! de/9ies ( nations4 ,we h n ! he>t to d5y or refuse1 to say 8,no0 to ! man or woman :o grips u ) ! impalpable =ce ( a magnetic p]sonality4 ,:5 logic & argum5t fail1 :5 g5ius says 8impossible10 :5 pluck & p]si/5cy give up1 :5 influ5ce has done its be/ & quits1 :5 all ! m5tal qualities h tri$ 9 va91 ! subtle some?+ :i* we call p]sonal magnetism /eps 9 & )\t app>5t ef=t w9s4 ,x makes a trem5d\s diff]5ce :e!r y br+ a p]sonality to y\r prospect :i* makes a /rik+1 pleas+ fir/ impression1 or :e!r y br+ a cold1 clammy1 un5?usia/ic1 unresponsive nature1 :i* makes an indiff]5t or an unfavorable impression1 "o t y mu/ endeavor to ov]come ) a lot ( long1 t$i\s argum5ts4 ,x is ! p]sonal elem5t :i* makes ! *ief diff]5ce betwe5 ! great salesman ) a big sal>y & ! little fell[ ) a little sal>y4 ,! little fell[ may try j z h>d z ! big fell[1 inde$ he may try mu* h>d]2 he may h _h a bett] tra9+ 9 ! te*nique ( salesman%ip1 b because he lacks ! w>m1 sympa!tic1 human1 sociable qualities1 8 indu/ry & h>d "w are l>gely neutraliz$4 ,i "k a man :o ?r\gh ! =ce ( 8 p]sonality is a colossal p[] 9 attract+ bus9ess4 ,m5 foll[ him1 are attract$ to him1 j z ne$les are attract$ to a magnet4 ,!y c't v well help deal+ ) him1 he gets su* a magnetic grip ^u !m4 ,he does n ne$ to make a v /rong appeal2 8 p]sonality speaks = him4 ,phillips ,brooks _h su* a p]sonality4 ,/rang]s :o pass$ him on ! /reet felt 8 p[] to su* a degree t !y w\ld turn & look aft] him4 ,9 8 pres5ce none c\ld resi/ ! pull ( 8 magnetism1 ( 8 mo/ wond]ful p]sonality4 ,i 0 once a memb] ( 8 ,sunday ,s*ool class 9 ,tr9ity ,*ur*1 ,bo/on1 & e "o 9 ! class in/9ctively felt f ! fir/ t he 0 9 ! pres5ce ( a great1 a sup]b specim5 ( humanity4 ,he _h su* trem5d\s magnetic p[] t :5 he want$ money = any *>itable or philan?ropic purpose1 he did n h to beg = x1 he m]ely sugge/$ ! ne$ ( x1 & ! close/ pocketbooks w\ld fly op54 ,ev]ybody believ$ 9 ,phillips ,brooks because ( ! p[] ( 8 sup]b "*1 ! magnetism ( 8 rem>kable p]sonality4 ,em]son says1 8,:at y are speaks s l\dly t ,i _c he> :at y say40 ,we _c conceal :at we are1 h[ we feel1 because we radiate our atmosph]e1 our p]sonality2 & ?is is cold or w>m1 attractive or repell5t1 accord+ to our dom9ant traits & qualities4 ,a p]son :o is selfi%1 always ?9k+ ( himself & look+ out = 8 own advantage1 :o is cold1 unsympa!tic1 gre$y1 _c radiate a w>m1 mell[ atmosph]e because "o's atmosph]e is a composite & takes on ! flavor ( all ( "o's qualities4 ,if selfi%ness1 indiff]5ce1 av>ice & gre$ are dom9ant 9 "o's nature1 ?is is ! k9d ( an atmosph]e he w radiate & x w repel because ^! qualities we in/9ctively dete/4 ,! qualities t attract are out-fl[+1 buoyant2 ! qualities t repel are 9-fl[+2 t is1 p :o h no magnetism are self-c5t]$1 !y ?9k too mu* ab\t !mselves2 !y d n give out en\gh2 !y are always aft] some?+1 absorb+1 receiv+ "s b5efit1 try+ to get "s advantage = !mselves4 ,!y lack sympa?y1 lack cordiality1 good fell[%ip2 !y are bad mix]s4 ,"s p are naturally magnetic1 b :5 y analyze _! "* y w f9d !y possess c]ta9 qualities :i* we all in/9ctively admire1 ! qualities :i* attract e human be+1 su* z g5]osity1 magnanimity1 cordiality1 broad sympa?ies1 l>ge views ( life1 helpfulness1 optimism4 ,!re is n "o ( ^! qualities t ! salesman c n cultivate & /r5g!n a great deal4 ,if he does s he w get a he>+ :]e o!rs h ?r[n back at !m ! fatal words1 8,no "t to see y to-day--v busy40 ,_m upright1 honorable "y m5 ) political aspirations h be5 ?w>t$ 9 _! election campaign because !y did n "k h[ to make !mselves popul>4 ,spl5did "y m51 /riv+ = political honors1 are con/antly be+ beat5 by m5 mu* _! inf]ior 9 _m respects4 ,& ?is n because ( graft or pull on _! oppon5ts' side1 b because ! latt] are good mix]s4 ,!y "k h[ to meet p1 h[ to be good fell[s1 h[ to mix ) o!rs2 9 %ort !y "k h[ to make !mselves popul>4 ,we all "k :at a great dem& !re is 9 e l9e ( bus9ess = travel+ salesm5 :o are good mix]s1 m5 :o h a g5ius = int]e/+1 attract+ & hold+ cu/om]s4 ,:atev] y\r bus9ess1 y\r reputation & y\r success w dep5d 9 a great degree ^u ! quality ( ! impression y make ^u o!rs4 ,x means ev]y?+1 !re=e1 to "y m51 & to "y wom5 also1 to develop a magnetic1 =ceful p]sonality4 ,?is is n a v difficult ?+ to d4 ,e "o c cultivate ! ability to please & ! /r5g? ( "* t w make him felt z a real =ce 9 ! _w4 ,kn[+ ! qualities & *>act]i/ics t di/+ui% ! magnetic & ! unmagnetic1 x is comp>atively easy = u to cultivate ! "o & to elim9ate ! o!r4 ,t is1 we c cultivate ! g5]\s1 magnanim\s1 *e]ful1 helpful m5tal qualities & cru% _! opposites2 & 9 proportion z we d ?is we %all f9d ourselves becom+ m int]e/$ 9 o!rs1 & !y 9 turn becom+ m int]e/$ 9 u4 ,we %all f9d ourselves m welcome :]ev] we g1 m s\ght aft]2 we %all attract p to u m & m1 z we make ourselves p]sonal magnets by fa%ion+ our aura ( ! k9dly ?\ghts & words & de$s t day by day g to ! mak+ ( a ri*1 magnetic p]sonality4 ,9 o!r words1 if y cultivate ! qualities :i* y admire s mu* 9 o!rs1 ! v qualities :i* attract y1 y w become attractive to o!rs4 ,j 9 proportion z y become imbu$ ) ^! qualities s t !y %all *>act]ize y1 w y acquire a magnetic1 attractive p]sonality4 ,a good education is a great advantage to a man or a woman1 b mo/ ( u put too great emphasis ^u education1 ^u m5tal equipm5t & tra9+4 ,we seem to ?9k t ?is is ev]y?+1 b our p]sonal atmosph]e may h m to d ) our success 9 life1 m to d ) det]m9+ our place 9 ! _w1 our social or bus9ess advancem5t1 our /&+ 9 our community1 ?an our m]e m5tal equipm5t4 ,! fir/ /ep t[>d mak+ y\rself magnetic is to build up y\r heal?4 ,vigor\s heal?1 c\pl$ ) a "r m5tal attitude1 an optimi/ic1 hopeful1 *e]ful1 happy m9d1 w increase y\r magnetism wond]fully4 ,a p]son hav+ robu/ heal? radiates an atmosph]e ( /r5g?1 a sugge/ion ( vigor & c\rage1 :ile "o :o lacks vitality dra9s f o!rs in/ead ( giv+ to !m4 ,physical =ce & ab\nd+ joy\sness ( heal? help to create a magnetic1 =ceful p]sonality4 ,! man ) buoyant1 al]t m9d1 ) a sp>kle 9 8 eye & ela/icity 9 8 /ep1 ! man :o is bubbl+ ov] ) abundant physical vitality1 has a trem5d\s advantage ov] ^? :o are devitaliz$ & are weak physically4 ,to be magnetic y mu/ face life 9 ! "r way4 ,pessimism1 selfi%ness1 a s\r disposition1 lack ( sympa?y & en?usiasm--all ( ^! t5d to de/roy p]sonal magnetism4 ,x is a hopeful1 optimi/ic1 sunny1 sane1 l>ge-he>t$ p]son :o radiates ! k9d ( p]sonal magnetism we all admire1 ! k9d t comm&s att5tion1 t attracts & holds all sorts ( p4 ,above all if y want to h a magnetic1 attractive p]sonality1 cultivate ! he>t qualities4 ,intellect1 bra9 p[]1 has little1 if any?+ to d ) p]sonal magnetism4 ,x is ! lovable1 n ! intellectual1 qualities t draw & hold p4 ,y mu/ make p feel y\r sympa?y1 feel t !y h met a real man or a real woman4 ,don't greet p ) a /iff1 conv5tional1 8,h[ d y d80 or 8,glad to meet y10 )\t any feel+1 any s5tim5t 9 x4 ,be a good mix] & adapt y\rself to diff]5t dispositions4 ,look e p]son y meet squ>ely 9 ! eye & make him feel y\r p]sonality4 ,give him a glad h&1 ) a smile & a k9d ^w :i* w make him rememb] t he has come 9 contact ) a real =ce1 :i* w make him glad to meet y aga94 ,if y w\ld be popul>1 y mu/ cultivate cordiality4 ,y mu/ fl+ ! door ( y\r he>t wide op51 & n1 z _m d1 j leave x aj> a little1 z mu* z to say to p y meet1 8,y may peep 9 a bit1 b y _c come 9 until ,i "k :e!r y w be a desirable acqua9tance40 ,a great _m p are /+y ( _! cordiality4 ,!y seem to res]ve x = "s special occasion or = intimate fri5ds4 ,!y ?9k x is too preci\s to give out to ev]ybody4 ,d n be afraid to op5 y\r he>t2 fl+ ! door ( x wide op54 ,get rid ( all res]ve2 d n meet a p]son z ?\gh y 7 afraid ( mak+ a mi/ake & do+ :at y w\ld be glad to recall4 ,y w be surpris$ to see :at ?is w>m1 glad h&%ake & cordial greet+ w d 9 creat+ a bond ( good-w betwe5 y & ! p]son y meet4 ,he w say to himself1 8,well1 !re is really an int]e/+ p]sonality4 ,i want to "k m ab\t ?is lady or g5tleman4 ,?is is an unusual greet+4 ,?is p]son sees some?+ 9 me1 evid5tly1 :i* mo/ p d n see40 ,"s p give y a %udd]1 & y feel cold *ills creep ov] y :5 !y take hold ( y\r h&4 ,!re is no w>m? 9 _! grasp1 no g5]osity1 no fri5dl9ess1 no real int]e/ 9 y4 ,x is all a cold-blood$ proce$+1 & y c imag9e y he> "o ( ^! *ill+ individuals say to himself1 8,well1 :at is !re 9 ?is p]son = me8 ,c he s5d me cli5ts1 pati5ts or cu/om]s8 ,if he does n possess money1 has he influ5ce or a pull ) influ5tial p8 ,c he help or int]e/ me 9 any way8 ,if n1 ,i c n af=d to bo!r ) him40 ,cultivate ! habit ( be+ cordial1 ( meet+ p ) a w>m1 s9c]e greet+1 ) an op5 he>t2 x w d wond]s = y4 ,y w f9d t ! /iffness1 diffid5ce & indiff]5ce1 ! cold lack ( int]e/ 9 ev]ybody :i* n[ s tr\bles y w disappe>4 ,p w see t y really take an int]e/ 9 !m1 t y really want to "k1 please & int]e/ !m4 ,! practice ( cordiality w revolutionize y\r social p[]4 ,y w develop attractive qualities :i* y nev] be=e dream$ y possess$4 ,if y cultivate a magnetic p]sonality y w increase y\r sales & less5 y\r "w1 besides gett+ a lot m enjoym5t out ( life ?an y o!rwise w\ld4 ,rememb]1 cu/om]s are drawn1 n pu%$4 ,trade to-day is l>gely a "q ( attraction1 & ! salesman :o is ! mo/ magnetic1 :o has ! mo/ affable mann]s1 :o is a good mix]1 w attract ! l>ge/ am\nt ( ord]s4 ,,*apt] ,,xxvii ,,"* ,,is ,,capital ,"* is great] ?an any c>e]4 ,manhood ov]tops all titles4 ,"* is ! greate/ p[] 9 ! _w4 ,no?+ c take its place2 tal5ts _c1 g5ius _c1 education _c1 tra9+ _c4 ,! reputation ( be+ absolutely squ>e & clean & /raight1 ( be+ a man ^: ^w is 8 bond1 is ! f9e/ recomm5dation4 ,simple g5u95ess1 transp>5cy ( "*1 w w9 ! confid5ce ( a cu/om] :e!r he is prejudic$ or n1 & ! confid5ce ( ! pur*as] is half ! sale1 = no matt] h[ pleas+ ! spee* or ! mann] ( ! salesman1 if he isn't g5u9e1 if he doesn't r+ true1 if he doesn't inspire confid5ce1 if ! cu/om] sees a muddy /reak back ( 8 eye1 he is n likely to pur*ase4 ,lack ( absolute integrity (t5 keeps salesm5 9 inf]ior positions4 ,take ! av]age salesman 9 a retail clo?+ /ore4 ,a cu/om] tries on a coat4 8,h[ does x look80 he asks ! salesman 9 a pleas$ tone4 8,p]fect1 f9e10 answ]s t wor?y4 ,!n a g>m5t ( totally diff]5t cut is put on4 ,if ! cu/om] seems to l x1 ! salesman e*oes 8 view4 ,x is j ! coat he %\ld buy4 ,pretty soon ! cu/om] realizes t ! salesman's advice is wor?less2 he won't tell him ! tru? z to h[ ! g>m5t looks1 fits & hangs2 he is int5t only on mak+ a sale4 ,:5 ! cu/om] sees ?is1 naturally he w n buy !re4 ,he w g to ano!r h\se or to a salesman :o w tell him ! tru?1 :o w be hone/ ) him4 ,s9c]ity1 g5u95ess1 transp>5cy1 c>ry great weight ) u all4 ,j ?9k :at x means to h ev]ybody believe 9 y1 to h ev]ybody t has ev] _h any deal+s ) y feel t1 !re is a man z clean z a h\nd's too? & z /raight z a die2 no wav]+1 no %uffl+1 no sneak+1 no apologiz+1 no /reak ( any k9d 9 8 hone/y2 y c always rely on 8 ^w4 ,!re is a "y man :o has no?+ to cov] up2 he has no motive b to tell ! tru?2 he doesn't h to cov] up 8 tracks because he has li$ once & mu/ make 8 future conduct correspond2 he kn[s t hone/y ne$s no def5se1 no explanation4 ,8 "* is transp>5t4 ,"o doesn't ne$ to ?r[ up gu>ds aga9/ him4 ,we all "k :at a com=t x is to d bus9ess ) su* a man1 a man :o _c be b\ght1 :o w\ld feel insult$ at ! m]e sugge/ion t any influ5ce c\ld sw]ve him a hair's bread? f ! "r4 ,is !re any?+ gr&] ?an ! man :o /&s f\rsqu>e to ! _w1 :o does n love money or influ5ce z he loves 8 reputation1 & :o w\ld r be "r ?an be ,presid5t8 ,! salesman :o has made su* a reputation1 a reputation ( nev] misrepres5t+1 nev] deceiv+1 nev] try+ to cajole or ov]-influ5ce1 :o nev] tries to sell a man :at he kn[s he does n want or :at w\ld n be good = him1 :o does n try to palm (f 8out ( season0 goods or cov] up defects1 is c]ta9ly a com=t & a treasure bo? to 8 employ] & 8 cu/om]s4 ,h[ mu* m com=table & satisfactory x is = oneself n to h to wat* e /ep & to gu>d e /atem5t = fe> "o w let out "s previ\s deception6 ,h[ mu* easi] & h[ mu* bett] x is to be hone/ ?an always to h to be on ! look\t = discrepancies 9 "o's /atem5ts1 to be oblig$ cont9ually to cov] "o's tracks6 ,no tra9+1 no bluff+1 no tricks1 w take ! place ( g5u9e /]l+ "*2 y\r prospect's in/9ct1 if he is a %>p /ud5t ( human nature1--& mo/ bus9ess m5 are1--w v quickly tell him :e!r y are %amm+ an int]e/ 9 him or :e!r x is g5u9e4 ,he c tell :e!r y are pure gold or a base c\nt]feit2 & if y\r "* is unalloy$ y w e/abli% a fri5dly relation ) him :i* w be ( v great value4 ,a good salesman w n fail to realize t ! m5 he approa*es h be5 sw9dl$ _m times1 & t a hook$ tr\t is %y ( new bait4 ,he w n =get t 8 w\ld-be cu/om]s probably h _h _m un=tunate exp]i5ces1 t possibly !y h b\ght _m gold bricks1 t _! confid5ce has be5 %ak5 _m times by violat$ pl$ges1 s t !y w be on _! gu>d1 & at ! outset w look ^u e salesman :o approa*es !m z a smoo?-tongu$ sw9dl]4 ,! exp]i5c$ man kn[s t bus9ess *ick5s come home to roo/1 t a di%one/ policy1 any und]h& bus9ess1 any ef=t to take advantage w surely be a boom]ang = ! firm4 ,x is only a "q ( "t4 ,e misrepres5tation1 e mean transaction w soon] or lat] co/ ! firm v de>4 ,rememb] t e sale y make is an adv]tisem5t t w ei!r help or h9d] y\r bus9ess4 ,x is an adv]tisem5t ( ! "* & g5]al policy ( y\r firm4 ,x adv]tises ! squ>5ess1 ! hone/y1 or ! cunn+1 ! trick]y ( ! :ole conc]n2 9 o!r words1 ! man y approa* w get a pretty good idea ( y\r firm1--_! policy & me?ods ( do+ bus9ess1--by ! impression :i* y make on him4 ,he c tell pretty well :e!r he is deal+ ) high-class m51 :e!r he c absolutely dep5d ^u ! ^w ( ! h\se1 :e!r he c rely ^u _! /atem5ts1 :e!r he w be protect$1 or :e!r he w h to protect himself by wat*+ & gu>d+ e little /ep 9 e bus9ess transaction ) ! h\se4 ,he c tell :e!r he c rely absolutely ^u its do+ ! squ>e ?+ by him or n4 8,a company is judg$ by ! m5 x keeps40 ,! be/ salesm5 to-day1 besides mak+ a /udy ( _! bus9ess1 make a /udy ( _! cu/om]s & _! wants4 ,_m cu/om]s reg>d su* salesm5 z _! bus9ess advis]s1 & !y give !m _! confid5ce1 kn[+ !y w receive f !m 8:ite0 treatm5t1 t !y w only sell !m ! m]*&ise :i* x is to _! advantage to buy4 ,aft] he has ga9$ _! confid5ce x w\ld be easy en\gh = ! salesman to violate x & sell a mu* l>g] bill ( goods ?an is to ! advantage ( ! cu/om]1 b ! mod]n salesman kn[s t ?is is a poor sort ( bus9ess policy4 ,! old-"t me?od ( hold+ up a cu/om] :5 y get him = e doll> y c squeeze out ( him1 & pil+ onto him j z _m goods z he c be induc$ to take1 & at ! bigge/ possible price1 has gone by =ev]4 ,,*apt] ,,xxviii ,,! ,,price ,,( ,,ma/]%ip 8,?ree ?+s are necess>y1 fir/1 backbone2 second1 backbone2 ?ird1 backbone40--,,*>les ,,sumn]4 8,:5 o!r p are ready to give up we are j gett+ our second w9d10 is ! motto ( a ,new ,york bus9ess h\se4 ,a good "o = ! success aspirant4 8,%ips sail we/ & %ips sail ea/1 ,by ! v same w9ds t bl[2 ,x is ! set ( ! sails1 & n ! gales1 ,t det]m9es :]e !y g40 8,wrecks ( ! _w are ( two k9ds10 said ,elb]t ,hubb>d4 8,^? :o h no?+ t society wants1 & ^? :o d n "k h[ to get _! goods into ! front w9d[40 ,! way to succe$ 9 salesman%ip is to get y\r goods into ! front w9d[ & hu/le = all y are wor?4 ,h>d "w & grit op5 ! door to ! ,success firm4 ,two college /ud5ts />t$ out to sell copies ( ! same book4 ,aft] "s weeks 9 ! field "o wrote to headqu>t]s z an excuse = 8 poor bus9ess t 8ev]y?+ _h be5 try+ to keep him d[n ( late40 ,! wea!r _h be5 s bad he c\ld n get out a great deal ( ! "t2 !n ev]ybody 0 talk+ 8h>d times10 & no money1 & mak+ all sorts ( excuses = n buy+4 ,he said he 0 s disgu/$ & disc\rag$ t he saw no?+ = x b to give up canvass+ z a bad job4 ,! o!r "y man1 canvass+ 9 simil> t]ritory1 s5t 9 8 report ab\t ! same "t4 ,?is is :at he wrote3 8,9 spite ( bad wea!r & ! fact t ev]ybody is try+ to h$ge on acc\nt ( ! w> sc>e & ! g5]al bus9ess depression ,i h _h a bann] week1 & my commissions 7 ov] eighty doll>s4 ,i get us$ to ?is #8h>d times & no money1' & #8c't af=d x' talk1 & ,i j sail "r 9 & ov]:elm all ^! objections ) my argum5ts4 ,i make ! p ,i talk to feel t x w\ld be almo/ wick$ to let ! opportunity pass = secur+ a book1 ! read+ ( :i* has d\bl$ & trebl$ ! effici5cy ( a multitude ( m5 & wom5 & has be5 ! turn+ po9t 9 hundr$s ( c>e]s4 ,i h made !m feel t x w be *eap at almo/ any price1 & t ,i am do+ !m a great favor 9 mak+ x possible = !m to secure ?is ambition-ar\s+ book40 ,?is "y man sold1 on ! av]age1 to eight p out ( t5 he call$ ^u dur+ ! week4 ,a travel+ salesman = a big conc]n got x into 8 head t 8 t]ritory out ?r\gh ! ,we/ 0 play$ out4 ,8 ord]s 7 %r9k+1 & he told 8 employ]s t ! t]ritory _h simply be5 work$ to a f9i%1 t !re 0 no use 9 /ay+ 9 x any long]4 ,8 sales manag]1 h[ev]1 knew ! section well1 & d\bt$ ! man's glib /atem5t4 ,he put a "y fell[ 9 8 place :o _h _h v little exp]i5ce1 b :o 0 a born hu/l]1 full ( en]gy1 ambition & en?usiasm4 ,on 8 fir/ trip he m ?an d\bl$ 8 pr$ecessor's record4 ,he said he saw no?+ to indicate a play$-out r\te1 & 0 confid5t t bus9ess w\ld increase z he became bett] acqua9t$ ) ! t]ritory4 ,! fact 0 t1 n ! t]ritory1 b ! man 0 play$ out4 ,! old] salesman 0 n will+ to =ego 8 com=ts1 8 pleasures1 to hu/le = bus9ess4 ,he 0 n will+ to travel across ! c\ntry 9 bad wea!r on ! *ance ( gett+ an ord] 9 a small t[n4 ,he pref]r$ to rema9 9 ! ,pullman c>s1 to g to ! l>g] t[ns & sit ar\nd 9 hotel lobbys1 to take ?+s easy1 to g to ! !at]s in/ead ( hunt+ up new cu/om]s & mak+ fri5ds = ! h\se4 ,he want$ 8 8dead0 t]ritory *ang$1 because he _h no ta/e = hu/l+4 ,8 successor did n see any lack ( life 9 t 8play$-out0 r\te because he 0 8a live wire40 ,! tr\ble 0 n 9 ! t]ritory2 x 0 9 ! man4 ,at an agricultural conv5tion :ile discuss+ ! slope ( l& :i* 0 be/ suit$ to a c]ta9 k9d ( fruit tree1 an old f>m] 0 call$ ^u to express 8 op9ion4 ,he got up & said1 8! slope ( ! l& don't make s mu* diff]5ce z ! slope ( ! man40 ,x isn't ! slope ( ! t]ritory t c\nts s mu* 9 sell+ z ! slope ( ! salesman2 t is ev]y?+4 ,9 e bus9ess x is always a "q ( ! sort ( a man beh9d ! proposition4 ,x is ! slope ( ! man1 8 grit1 8 /ick-to-x-iv5ess1 t c\nt mo/4 ,no matt] h[ lett] p]fect y may be 9 ! te*nique ( salesman%ip1 or h[ well po/$ on all ! rules ( effective proc$ure1 if y lack c]ta9 qualities y nev] w make a fir/-class salesman4 ,if y lack grit1 indu/ry1 application1 p]sev]ance2 if y lack det]m9ation & t bull-dog grip :i* nev] lets g or kn[s :5 x is beat52 if y lack s&1 y w pet] out4 ,hav+ ^! qualities y w ov]come _m h&icaps4 ,i h kn[n a little saw$-(f dw>f ( a salesman to wade into a prospect &1 ?r\gh %e] grit1 get an ord] :]e ! ord9>y salesman1 ) good physical appe>ance1 w\ld h fail$4 ,?is fell[ said t grit _h be5 8 only capital 9 life2 t :5 he f\nd he 0 s h&icapp$ by 8 size & 8 ugly features t he w\ld probably be a failure & a nobody 9 ! _w1 he j made up 8 m9d he w\ld n only ov]come e "o ( 8 h&icaps1 b t he w\ld be a big success 9 8 l9e4 ,he did ev]y?+ he _h resolv$ to d1 & ?r\gh %e] =ce ( grit 8made good40 ,he _h paid ! price ( success1 & won out1 z w e "o :o is will+ to pay ! price4 ,only ! weakl+ prates ab\t 8luck10 a 8pull10 or 8favoritism10 or any o!r back/airs to success4 ,y\r success & y\r luck are det]m9$ by y\rself & by no o!r4 ,we are ! ma/]s ( our de/9y4 ,we get j :at we want4 ,to be sure1 all ( u wi% = a lot ( ?+s2 we w\ld l v mu* to h !m1 b we don't really want !m1 or we w\ld /raightway set to "w & try v h>d by e means 9 our p[] to get !m4 ,_m ( u wi% = a position wor? any:]e f t5 ?\s& doll>s to "o hundr$ ?\s& doll>s a ye>1 b we want to get x )\t mu* ef=t1 & to hold x ) /ill less ef=t4 ,:at we really want is success )\t ef=t1 an easy job at ! highe/ m>ket price1 l ! cook pictur$ 9 a rec5t c>toon1 apply+ = a place4 ,h] fir/ "q is3 8,& :at's ! wages1 mum80 8,oh1 ,i always pay :atev] a p]son's wor?10 answ]s ! employ]4 8,no1 ?ank ye1 mum4 ,i nev] works = z little z t10 replies ! disgu/$ w\ld-be employee4 ,let u rememb] t !re is no easie/ way to success 9 any bus9ess or pr(ession4 ,we are "h to develop ourselves to ! highe/ po9t ( our ability2 to be ! broade/1 able/1 mo/ helpful m5 & wom5 we c be1 & ?is is only possible ?r\gh ! assidu\s cultivation ( our highe/ faculties4 ,we c only gr[ & progress ?r\gh self-developm5t4 ,no pat5t me?od has yet be5 discov]$ by :i* a man or woman c be develop$ f ! outside4 ,abraham ,l9coln tells u1 8,! way = a "y man to rise1 is to improve himself e way he c1 nev] suspect+ t any "o wi%es to h9d] him40 ,hudson ,maxim1 ! fam\s inv5tor1 has =mulat$ t5 success rules1 ! ess5ce ( :i* are1 /udy & "w4 ,he makes two vital ass]tions3 #a4 8,nev] look = some?+ = no?+2 make up y\r m9d to e>n ev]y?+1 & rememb] t opportunity is ! only ?+ t any "o c donate y )\t demoraliz+ y & do+ y an injury40 #b4 8,man mu/ elim9ate f 8 m9d any belief t ! _w owes him a liv+40 ,n[1 "s p diff] ) ,mr4 ,maxim on ?is la/ po9t4 ,!y believe ! _w does owe ea* "o ( u a liv+4 ,if !y are "r1 x is pleasant to ?9k t ! _w is v ready to pay ?is debt1 :5 we come ar\nd to collect x 9 ! "r way4 ,if we c d any "o ?+ sup]bly1 no matt] h[ humble x may be1 we %all f9d ourselves 9 dem&4 ,! _w w mo/ will+ly pay its indebt$ness to u4 ,m5 & wom5 :o h won di/9ction 9 e bus9ess & pr(ession are unanim\s 9 _! agreem5t z to two c>d9al po9ts 9 ! a*ievem5t ( success--,"w & ,grit4 ,! ,honorable ,?omas ,pryor ,gore1 ! bl9d ,s5ator ( ,oklahoma1 :o rais$ himself f a poor1 bl9d boy to be an influ5tial memb] ( ! ,unit$ ,/ates ,s5ate1 has ?is to say on ! secret ( pu%+ to ! front3 8,a fix$ & unalt]able purpose1 pursu$ "u all circum/ances1 9 season & out ( season1 ) no %ad[ ( turn+1 is ! be/ motive p[] a man c h4 ,i h sat 9 physical d>kness = tw5ty-sev5 ye>s1 & if ,i h le>n$ any?+ x is t ! dynamics ( ! human w c ov]come any difficulty40 ,"h1 inde$1 is enc\ragem5t = e y\? 9 ?is l& ( opportunity4 ,?9k ( a poor1 bl9d boy1 unaid$1 a*iev+ su* di/9ction z ,mr4 ,gore has won6 ,?9k ( a bl9d ,milton writ+ ! greate/ epic 9 ! _w's lit]ature6 ,?9k ( a ,bee?ov51 /one deaf1 ov]com+ ! greate/ h&icap a compos] c\ld h1 & rais+ himself to ! di/9ction ( be+ "o ( ! greate/ compos]s ! _w has kn[n6 ,"o ( ?is wond]ful man's say+s is well wor? keep+ 9 m9d by e "y man /ruggl+ ) difficulties3 8,i w grapple ) fate2 x %all nev] drag me d[n40 ,x is well also to rememb] ?is tru?3 8,usually ! "w t is requir$ to develop tal5t is t5 times t necess>y = ord9>y commonplace success40 ,m5 naturally bra9y1 or ) "s great gift1 h to "w mo/ assidu\sly to a*ieve big results4 ,)\t untir+ p]sev]ance1 indu/ry1 grit1 ! c\rage to get up & press on aft] repeat$ failures1 ! hi/oric a*iev]s ( ! _w w\ld nev] h won out 9 _! und]tak+s4 ,columbus said t x 0 hold+ on ?ree days m t discov]$ ! ,new ,_w2 t is1 x 0 hold+ on ?ree days aft] ev5 ! /\te/ he>ts w\ld h turn$ back t br\ght him 9 sight ( l&4 ,t5acity ( purpose is *>act]i/ic ( all m5 :o h accompli%$ great ?+s4 ,!y may lack o!r desirable traits1 may h all sorts ( peculi>ities1 weaknesses1 b ! quality ( p]si/5ce1 cle> grit1 is nev] abs5t f ! man :o does ?+s4 ,drudg]y _c disgu/ him1 labor _c we>y him1 h>d%ips _c disc\rage him4 ,he w p]si/ no matt] :at comes or goes1 because p]si/5ce is "p ( 8 nature4 ,m "y m5 h a*iev$ success 9 life ) grit z capital1 ?an ) money capital to />t )4 ,! :ole hi/ory ( a*ievem5t %[s t grit has ov]come ! dire/ pov]ty2 x has be5 m ?an a mat* = lifelong invalidism4 ,aft] all1 :at d all ! o!r accompli%m5ts & p]sonal decorations am\nt to if a man lacks ! driv+ :eel1 grit1 :i* moves ! human ma*9e4 ,a man has got to h ?is projectile =ce or he w nev] get v f> 9 ! _w4 ,grit is a quality :i* /ays by a man :5 e o!r quality retreats & gives up4 ,= ! gritless e defeat is a ,wat]loo1 b !re is no ,wat]loo = ! man :o has cle> grit1 = ! man :o p]si/s1 :o nev] kn[s :5 he is beat54 ,^? :o are b\nd to w9 nev] ?9k ( defeat z f9al4 ,!y get up aft] ea* failure ) new resolution1 m det]m9ation ?an ev] to g on until !y w94 ,h y ev] se5 a man :o _h no give-up 9 him1 :o c\ld nev] let g 8 grip :atev] happ5$1 :o1 e "t he fail$1 w\ld come up ) great] det]m9ation ?an ev] to pu% ahead8 ,h y ev] se5 a man :o did n "k ! mean+ ( ! ^w failure1 :o1 l ,grant1 nev] knew :5 he 0 beat51 :o cut ! words 8c't10 & 8impossible10 f 8 vocabul>y1 ! man :om no ob/acles c\ld d[n1 no difficulty phase1 :o 0 n di%e>t5$ by any mis=tune1 any calamity8 ,if y h1 y h se5 a real man1 a conqu]or1 a k+ among m54 ,z we look ar\nd at o!r m51 enjoy+ ! good ?+s ( life1 bask+ 9 ! sun%9e ( success1 let u rememb] t !y didn't get _! place 9 ! sun by wi%+ & long+ = x4 ,!y didn't get to ,easy ,/reet by ! road ( ,in]tia4 ,:5 y are tempt$ to envy ^? p1 & long to h a 8pull0 or "s "o to give y a 8boo/10 j call to m9d ?is j+le3 8,y mu/ jump 91 & fight & "w1 nor c>e = "o defeat2 ,= if y take ?+s easy1 y won't rea* ,easy ,/reet4 ,don't wa/e "t 9 envy1 & nev] say y're #8beat1' ,= if y take ?+s easy1 y won't rea* ,easy ,/reet40 ,!re is no royal road to any?+ t is wor? hav+4 ,only "w & grit w d ! trick4 ,z ,j4 ,pi]pont ,morgan says1 8,h>d1 hone/1 intellig5t "w w l& any "y man at ! top40 ,! great bus9ess _w is always on ! hunt = ! man :o c d ?+s a little bett] ?an !y h be5 done be=e1 ! man :o c deliv] ! goods1 ! man :o c manage a little bett]1 ! man :o is a little %rewd]1 a little m sci5tific1 a little m accurate1 a little m ?or\gh2 x is always aft] ! man :o c br+ a little bett] bra91 a little bett] tra9+ to 8 job4 ,) our con/antly wid5+ national int]e/s1 our enorm\sly exp&+ trade1 ! dem& = ,a#a salesm5 is ev] on ! increase4 ,! "y man :o is n satisfi$ ) ! ord9>y requir$ equipm5ts = salesman%ip1 b :o w add to ?is a ?or\gh k ( mod]n languages1 especially ^? mo/ us$ 9 comm]cial int]c\rse--,g]man1 ,fr5* & ,spani%--w n h v great difficulty 9 f9d+ 8 place 9 ! sun4 ,! mak+--or ! m>r+--( y\r life is 9 y\r own h&s4 8,! gods sell any?+ & to ev]ybody at a fair price40 ,success is on sale 9 ! _w m>ket place4 ,all :o are will+ to pay ! price c buy x4 ,9 ! f9al analysis1 success 9 salesman%ip1 z 9 ev]y?+ else1 is simply a matt] ( 8pay+ ! price40 ,,*apt] ,,xxix ,,keep+ ,,fit ,,& ,,salesman%ip ,to keep fit is to ma9ta9 p]fect heal?2 & p]fect heal? dep5ds ^u a p]fect balance ( m9d & body1 unimpair$ physical vigor & absolute inn] h>mony1 a m5tal poise :i* no?+ c di/urb4 ,!re is a va/ am\nt ( ability lo/ to ! _w ?r\gh poor heal?1 ?r\gh n keep+ 9 condition to give out ! be/ t is infold$ 9 u4 8,i want y10 said ,philip ,d4 ,arm\r to "o ( 8 employees1 8to gr[ into a man s /rong & big t y w =ce me to see t y are out ( place among ! little fell[s40 ,if y want to be a salesman 8s /rong & big0 t y w be 8out ( place among ! little fell[s10 y mu/ be z physically fit z 0 ,john ,l4 ,sullivan 9 8 prime4 ,at t "t ! m]e sight ( ,sullivan ent]+ ! r+ /ruck su* t]ror into ! he>t ( 8 oppon5t t ! fight 0 half won be=e a bl[ 0 /ruck4 ,x seem$ to ! small man l a desp]ate v5ture to tackle a giant ) su* a sup]b physical pres5ce4 ,! fam\s pugili/'s appe>ance _h z mu* to d ) 8 success z _h 8 k ( ! te*nique ( ! r+4 ,if y want to w9 out 7& :o does n87 y mu/ ent] ! r+--! ar5a ( life--) all ! p[] y c mu/]1 9 sup]b heal?1 at ! top ( y\r condition1 capable ( putt+ up y\r bigge/ fight4 ,y c d ?is & come out ) y\r flag fly+ if y are good to y\rself1 if y keep fit4 ,b if y all[ all sorts ( leaks ( p[] to dra9 away y\r en]gy1 y\r bra9 =ce1 y\r w p[]1 y w be 9 no condition to make ! fight ( y\r life4 ,y %\ld be z well prep>$ physically = ! conte/ z ! prize fight] :o is det]m9$ to keep 8 record4 ,or1 l ! ,greek god ,h]cules1 y %\ld be able to w9 l>gely by ! =ce ( y\r res]ve p[]4 ,x 0 said t ,h]cules made su* an impression ( great res]ve =ce on 8 antagoni/ t he nev] _h to put =? mu* /r5g? 9 wre/l+4 ,he won z mu* by ! impression ( confid5t p[] :i* he radiat$1 z by ! degree ( /r5g? he ex]t$4 ,9 o!r words1 if y d n back up y\r g5]al ability & special tra9+ ) robu/ heal? y w be =ev] at a disadvantage 9 ! game ( life4 ,y mu/ keep y\rself fit = y\r job1 always 9 a condition to d y\r be/ or y w be h&icapp$ 9 ! game4 ,x is ! law ( life t ! 8weake/ %all g to ! wall40 ,frailness ( body is an inevitable h&icap 9 life4 ,physical weakness l>gely disc\nts ! possibilities ( a*ievem5t4 ,! sl[ b /riv+ tortoise may beat out ! h>e 9 ! race4 ,! /eadfa/1 plodd+ /ud5t may take ! prizes ( life :i* 8 m brilliant competitor nev] atta9$4 ,b ! tortoise1 ?\gh sl[1 is s\nd ( body4 ,cripple him & all 8 plodd+ w avail him little4 ,true1 !re h be5 weak m5 :o h done wond]s 9 life 9 spite ( frailness & physical infirmity4 ,b !y are only ! exceptions t prove ! rule4 ,alex&] ,pope1 8! gallant cripple ( ,twick5ham10 sew$ up 9 canvas2 ,/4 ,paul1 %ort 9 /ature1 ( inf]ior pres5ce & almo/ bl9d1 are types ( ! m5 ^: great s\ls ov]came _! bodily weakness4 ,cs>1 ,pascal1 ,nelson1 7 o!r types ( ! indomitable _s :i* c n be limit$ by sickness or infirmity4 ,b1 9 ! ma91 ! man :o 8makes good0 has good heal?4 ,z a salesman y c>ry all y\r capital ) y4 ,y are 9 bus9ess1 b y c>ry ev]y?+ connect$ ) x1 y\r factory1 y\r sales dep>tm5t ) y4 ,y\r ma*9]y assets are m5tal1 & if y don't d y\r be/ to keep !m 9 f9e condition y w %[ ab\t z mu* s5se z a f>m] :o w\ld leave all 8 valuable f>m ma*9]y out-doors 9 all sorts ( wea!r1 to be ru9$ by w9d & dew1 ra9 & sn[4 ,y\r skill1 y\r exp]tness1 y\r facility ( expression1 y\r tact1 y\r discretion1 y\r p[] ( discrim9ation1 y\r k ( human nature1 y\r c\rage1 y\r initiative1 y\r res\rcefulness1 y\r *e]fulness1 y\r magnetism1 9 fact1 e "o ( y\r m5tal faculties is a "p ( y\r bus9ess capital1 is an asset1 & its condition dep5ds entirely on ! c>e y take ( ! eng9e :i* furni%es ! motor p[] = all y\r m5tal ma*9]y4 ,t eng9e is y\r body4 ,! physical soil is ! soil 9 :i* y\r faculties are n\ri%$4 ,if ?is soil is impov]i%$1 if y\r vitality is l[1 if y are sapp+ y\r en]gies by vici\s1 ignorant1 or fooli% habits1 y\r faculties w n ?rive4 ,"s "t ago an ambiti\s "y fell[ came to me & ask$ me to tell him h[ to increase 8 ability & 8 p[] to a*ieve ?+s4 ,he 0 pale & emaciat$1 ) some?+ l signs ( dissipation 9 8 face4 ,! "y man seem$ v anxi\s to get along 9 ! _w b1 evid5tly1 he _h tak5 ! wrong pa?4 ,a few que/ions br\ght out ! fact t al?\gh n dissipat+ 9 ! ord9>y s5se1 ! c\rse he 0 pursu+ 0 almo/ z disa/r\s to 8 heal?4 ,he 0 sitt+ up till "o or two o'clock at night1 /udy+1 :ile work+ v h>d 9 ! day-"t1 & to brace up 8 deplet$ /r5g? he 0 n only dr9k+ c(fee & tea to excess1 b he 0 also tak+ :iskey1 & ev5 drugs4 ,he did n seem to "k t ?is artificial /imulus to 8 bra9 0 l a :ip to a tir$ horse1 & t x 0 only a "q ( "t until he w\ld be a physical & m5tal wreck4 ,x is amaz+ h[ ignorant _m o!rwise intellig5t p are :5 x comes to a "q ( body & heal? build+4 ,"y p (t5 ask me to tell !m h[ !y c increase _! ability1 & 9 n9e cases out ( t5 ,i f9d t1 l ! "y man above1 !y are do+ "s fool ?+s t defeat ! v object !y h 9 view4 ,n[1 ! sure/ way to increase y\r ability1 to multiply & /r5g!n y\r faculties1 is to lay a good f\ndation ( heal?1 & to gu>d x z y w\ld y\r mo/ preci\s possession--= t is really :at x is4 ,vigor\s1 ab\nd+ heal? w emphasize1 re9=ce & multiply ! =cefulness ( all ! faculties1 & ! sum ( ^! faculties con/itutes y\r ability1 ! =ce t a*ieves1 t creates4 ,x w make a trem5d\s diff]5ce to y :at sort ( a man y take to y\r prospect4 ,i say 8y take10 because y are ! ma/] ( ! salesman4 ,!re is some?+ bigg] back ( ! salesman1 ?an ! salesman himself4 ,y are ! salesman's manag]1 8 tra9]1 8 educator4 ,!re is a ma/] 9 y1 :o1 to a v l>ge ext5t1 dictates ! sort ( a man 8y take0 to y\r prospect1 because he w be ! sort ( a man y make him4 ,to be a :ole man1 m5tally1 physically1 & spiritually is y\r bus9ess4 ,to be defici5t on any ( ^! planes is to be only two p>ts a man4 ,to be "o hundr$ p] c5t4 a man--t is y\r problem4 ,! human ma*9e is v complicat$1 & ev5 a little ?+ may s]i\sly impair its h>mony & effici5cy4 ,a bad fitt+ %oe may cut d[n y\r effectiv5ess tempor>ily1 or z long z y we> x1 tw5ty-five p] c5t4 ,a speck ( dirt 9 ! eye w\ld cripple a ,napoleon1 z a hair 9 ! works w\ld s]i\sly injure ! be/ timepiece 9 ! _w4 ,a ha/y1 bolt$ lun*1 ( poor1 adult]at$ food1 may impair y\r dige/ion1 cut d[n y\r bra9 p[] & make y ineffective :5 x is ( ! utmo/ importance t y be effective4 ,effici5cy lies 9 ! symmetry & p]fect function+ ( all ( y\r organs4 ,if !y are n try+ to help y make a sale2 if y h treat$ !m badly & !y are prote/+1 !y w beat y4 ,y may ?9k t1 no matt] h[ y feel1 y c put a deal ov] by %e] w p[]1 b rememb] t y\r w p[] is dep5d5t ^u ! h>moni\s action ( all y\r bodily functions4 ,x w weak5 j z soon z any "o ( ^! is impair$4 ,if n "o1 b sev]al ( !m--y\r dige/ive organs1 y\r liv]1 y\r he>t1 y\r kidneys1 y\r bra91 are fight+ aga9/ y1 try+ to defeat y\r purpose1 y w n w9 out no matt] h[ h>d a fight y put up4 ,_m a sup]b salesman has f9ally lo/ out by mak+ an enemy ( all ! organs :i* make = heal? & success4 ,d y realize :at goes into e sale y make8 ,did x ev] occur to y t y\r bra9s1 y\r education1 y\r tra9+1 y\r exp]i5ce1 y\r skill1 y\r +5uity1 y\r res\rcefulness1 y\r orig9ality1 y\r p]sonality--ab\t all y\r life capital is flung into e sell+ transaction8 ,! result ( e canvass y make w dep5d v l>gely ^u h[ mu* ( y\rself y fl+ into x1 & h[ int5sely1 h[ en?usia/ically1 *e]fully1 & tactfully y fl+ y\rself 94 ,y _c br+ ! :ole ( y\rself to ! sale unless e function ( y\r body gives its cons5t4 ,y\r physical organism mu/ be 9 p]fect h>mony or y\r vitality w be l[]$1 & y w be robb$ ( a c]ta9 p]c5tage ( y\r possible p[]4 ,! great ?+ :5 y approa* a prospect is to be all !re1 n to leave t51 fifte51 tw5ty or tw5ty-five p] c5t4 ( y\rself 9 ! b>-room or 9 "s o!r vici\s resort ! night be=e4 ,d n fl+ a lot ( y\r ability away 9 bad food1 or 9 a too ri* & complicat$ diet1 vici\sly tak54 ,be sure :5 y call on a prospect t y take a good dige/ion along ) y2 x is ! be/ fri5d ( y\r bra94 ,if y\r dige/ion is ru9$ by ov]-eat+1 or if y\r bra9 is n well f$1 no am\nt ( w p[]1 or cocktail or :iskey braces1 w comp5sate = ! loss y suff]4 ,_m a promis+ salesman has fail$ to make good because he made a habit ( turn+ night into day & c\ld take only ab\t half ( himself to 8 "w4 ,_m a crack]-jack salesman has lo/ a sale by p>tak+ too he>tily ( d9n]1 or by a fit ( indige/ion br\ght on by "s indiscretion 9 eat+4 ,multitudes ( p g ?r\gh life work+ h>d1 try+ desp]ately to succe$1 b are t]ribly disappo9t$ by ! meag]ness ( _! a*ievem5t1 simply because !y did n take c>e ( _! heal?4 ,!y are all ! "t devitaliz$2 !y lack blood1 or x is ( poor quality2 x lacks fire & =ce1 &1 ( c\rse1 ! bra9 & all ! faculties det]iorate to correspond ) ! blood4 ,! a*ievem5t foll[s ! vitality1 & ?is 9 turn dep5ds on ! g5]al c>e ( ! body4 ,! k9d ( food1 its quality & am\nt1 ! mann] 9 :i* we p>take ( x1 our physical habits1 "w1 re/1 recreation1 sleep1--^! are ! ?+s on :i* heal? & vitality dep5d4 ,^! furni% our physical en]gy & a*ievem5t dep5ds ^u en]gy4 ,x w\ld be impossible ev5 = ! bra9 ( a ,web/] to focus ) p[]1 if f$ ) poor ill-n\ri%$ blood4 ,ev]y:]e we see bright1 educat$ "y m5 & wom51 ) good bra9s1 crippl$ by poor heal?1 mock$ by great ambitions :i* !y c nev] realize4 ,a l>ge "p ( _! ability is lo/ to ! _w because ( "s physical weakness :i* might be rem$i$ by c>eful1 sci5tific liv+4 ,j glance ov] ! "y m5 y "k & see :at a small "p ( _! ability goes into _! life "w1 because ( _! impair$ assets1 ?r\gh fooli% or vici\s liv+ habits4 ,!y are sell+ _! integrity1 squ&]+ _! life capital 9 all sorts ( dissipation1 br++ p]haps n m ?an tw5ty-five p] c5t4 ( _! actual ability to _! life "w4 ,h[ (t5 we he> ! rem>k3 8,poor fell[6 he 0 always a victim ( bad heal?1 b = t he w\ld h accompli%$ great ?+s40 8,m5tally able b physically weak0 w\ld make a good epitaph = ?\s&s ( failures4 ,a weakness any:]e 9 y w m> y\r c>e]4 ,x w rise up z a gho/ all ?r\gh y\r life "w1 at unexpect$ mom5ts1 mortify+1 condemn+1 convict+ y4 ,e indiscretion or vici\s indulg5ce simply op5s a leak :i* dra9s (f y\r success & happ9ess possibilities4 ,!re is no comp5sation = wa/e ( heal? capital4 ,heal? raises ! p[] ( e faculty & e possibility ( ! man1 & !re is no excuse = los+ x ?r\gh c>elessness1 dissipation or ignorance4 ,nor c "o plead m]e weakness or lack ( en]gy z a h&icap1 an excuse = failure4 ,nature is no s5tim5tali/4 ,if y violate h] law y mu/ pay ! p5alty ?\gh y sit on a ?rone4 ,%e dem&s t y be at ! top ( y\r condition1 always at y\r be/1 & w accept no excuse or apology4 ,:atev] y\r "w 9 life1 ! secret ( y\r success & happ9ess is lock$ up 9 y\r heal?1 9 y\r bra91 y\r n]ves1 y\r muscles1 y\r ambition1 y\r ideal1 y\r resolution4 ,x is up to y to be a :ole man4 ,y _c af=d to be less4 ,y _c af=d to dw>f y\r c>e] or bot* x by go+ to y\r task ) /ale bra9s4 ,y _c d fir/-class "w ) second-class bra9 p[]1 ) a bra9 t is f$ by poison1--blood vitiat$ by abnormal liv+ or dissipation4 ,y _c af=d to g to y\r "w us$ up1 play$ out4 ,try+ to sell m]*&ise ) /ale bra9s keeps _m a salesman capable ( real ma/]%ip 9 a m$iocre position4 ,y _c d a ma/]'s "w ) a muddy bra9 :i* 0 n r5ew$1 refre%$1 by pl5ty ( s\nd sleep1 heal?ful recreation1 & vigor\s ex]cise 9 ! op5 air4 ,9 o!r words1 if y expect to make ! mo/ ( y\rself y mu/ be good to y\rself4 ,/rangl$ heal? means /rangl$ ability4 ,if y murd] y\r heal? y murd] all y\r *ances 9 life4 ,no man ev] does a great ?+ 9 ?is _w :o does n protect ! faculties he is us+ ) jeal\s c>e4 ,wat* y\r g5]at+ p[]4 ,rememb] t y see ! _w l>gely ?r\gh y\r /oma*4 ,its condition w det]m9e ! condition ( y\r bra94 ,poor dige/ion gives y poor blood1 & poor blood a poor bra94 ,few p realize :at a trem5d\s factor heal? plays 9 _! success4 ,m5 give ! bra9 cr$it = a l>ge am\nt ( _! success :i* is due to ! /oma*1 :i* has ev]y?+ to d ) physical heal? & robu/ vitality4 ,n long ago ,i 0 talk+ to a salesman :o said he guess$ he 0 los+ 8 grip2 didn't "k h[ x 01 b he 0 n mak+ sales z he us$ to4 ,he didn't h ! same grit & en?usiasm2 guess$ he 0 slid+ d[n hill1 go+ backw>d in/ead ( =w>d4 ,=m]ly1 he said1 he always approa*$ a cu/om] ) ! expectation ( gett+ an ord]1 b latt]ly he 0 9 great d\bt2 he c\ld n get on full /eam1 a resolute det]m9ation to w94 ,n[1 :5 a man gets into ?is condition he is n fit to solicit bus9ess4 ,nature is call+ to him3 8,/op1 ,look1 ,li/540 ,x is "t = him to call a halt1 & see :at is ! tr\ble ) 8 eng9e4 ,if y w\ld be a ma/] 9 y\r specialty he$ ,nature's dang] signals1 :i* %e puts up all ?r\gh y\r body4 ,t 8tir$ feel+0 is "o ( !m2 bra9 fag1 heada*e1 is "o ( !m2 indige/ion is "o ( !m2 apa?y1 8don't feel l x10 poor appetite1--all ^! ?+s are signals to sl[ d[n4 ,b in/ead ( sl[+ d[n & repair+1 mo/ ( u try to spe$ up ) all sorts ( /imulants & run pa/ ^! dang] signals1 ) ! result t we ei!r wreck our life tra9 or v s]i\sly injure x4 ,no man c af=d to ignore ,nature's w>n+s1 b lea/ ( all c ! salesman1 on ^: physical condition ev]y?+ dep5ds4 ,o!r m5 c depute _! "w1 at lea/ = a "t1 to ^? "u !m2 b ! salesman _c d ?is1 = he is /rictly a "o-man conc]n1 & ev]y?+ dep5ds on 8 heal?4 ,he mu/ always be at ! top ( 8 condition2 & e quality ne$$ 9 8 "w is %>p5$ & brac$ by vigor\s heal?4 ,h[ comp>atively easy x is1 = in/ance1 = a heal?y man to be hopeful1 optimi/ic1 en?usia/ic4 ,h[ difficult = a *ronic dyspeptic to be any ( ^!--to be k9d1 g5tle1 g5]\s1 *e]ful1 oblig+4 ,8 natural disposition may n be at fault1 = ! t5d5cy ( ill heal? is to make a man cross1 crabb$1 fault-f9d+1 fretful1 h>d1 pessimi/ic4 8,t\*9ess10 a defect :i* makes s _m m5 & wom5 unbe>able1 usually comes f "s weakness or physical ailm5t4 ,a great _m s-call$ 8s9s0 are due to a deplet$ physical condition4 ,x is s mu* easi] = a man to control himself :5 he is well1 to say 8,no0 ) emphasis1 :51 if he 7 suff]+ f "s physical disability1 he might say 8,yes10--any?+ to get rid ( annoyance & to get into a m com=table condition4 ,h[ mu* heal? has to d ) "o's mann]s6 ,h[ easy to be c\rte\s & accommodat+ :5 "o feels ! ?rill ( heal? surg+ ?r\gh 8 :ole be+2 b h[ h>d to be polite1 g5tle1 amiable1 :5 "o feels ill1 weak1 & n]v\s1 & wants to be let alone6 ,h[ h>d to c>ry on an int]e/+ conv]sation :5 all ( "o's physical /&>ds are d[n6 ,!n aga91 h[ ! heal? affects ! judgm5t6 ,! judgm5t is really a comb9ation ( a great _m o!r faculties1 & ! condition ( ea* s]i\sly affects ! quality ( ! comb9ation4 ,"o's c\rage is l>gely a matt] ( physical heal?4 ,h[ quickly ! ail+ man1 to :om ev]y?+ looks blue1 becomes disc\rag$6 ,ev]y?+ looks black to p ^: physical /&>ds are demoraliz$4 ,horse tra9]s "k t a horse's c\rage dur+ ! conte/ dep5ds a great deal ^u its be+ 9 a sup]b physical condition4 ,x is ! same ) ! horse's ma/]--man4 ,c\rage1 poise1 ma/]fulness1 res\rcefulness1 physical vigor g toge!r4 ,n]v\sness1 timidity1 unc]ta9ty1 d\bt1 hesitation1 usually accompany deplet$ vitality4 ,! bull-dog t5acity :i* plays su* a "p 9 e life wor? :ile has a physical basis4 ,! w p[]1 :i* is a lead] 9 ! m5tal k+dom1 dep5ds v l>gely ^u ! heal?4 ,h[ diff]5t1 = example1 ob/acles look to ! man :o is ail+ all ! "t1 suff]+ pa91 comp>$ ) ! way !y look to a man :o is full ( vigor & en]gy4 ,! man :o is well plans great ?+s to-day1 because he feels /rong & vigor\s4 ,ob/acles are no?+ to him2 he feels )9 himself ! p[] to annihilate !m4 ,b to-morr[ he is ill1 & ! ob/acles :i* 7 only molehills ye/]day1 loom up l m\nta9s1 & he does n see h[ he c possibly conqu] !m4 ,we look at ?+s ?r\gh our moods1 & moods are l>gely a "q ( physical heal?4 ,! man :o is /rong & full ( ! c\rage ( ab\nd+ vitality wants some?+ h>d to wre/le )2 he feels ! ne$ ( vigor\s ex]cise4 ,b ! man ^: vitality is l[ has no surplus to sp>e4 ,slight difficulties look =midable to him2 trifles are exagg]at$ into s]i\s ob/acles1 :i* seem insurm\ntable4 ,!re is confusion all ?r\gh 8 m5tal k+dom1 & 8 faculties w n "w h>moni\sly4 ,!re is a trem5d\s we> & te> on ! physical economy ( ! man 9 poor heal?4 ,! faculty ( humor 0 giv5 man to ease him ov] ! jolts1 to oil ! be>+s ( life's ma*9]y2 b ill heal? (t5 cru%es out ! s5se ( humor1 & makes life1 :i* 0 int5d$ to be bright & *e]ful1 sad & gloomy4 ,loss ( good r$ blood corpuscles has mu* to d ) "o's s5se ( humor z well z "o's mann]s & disposition4 ,! man 9 poor heal? is 9 no condition to appreciate ! joys ( life4 ,ev]y?+ loses its flavor 9 proportion to 8 l[]$ vitality4 ,ill heal? v mat]ially weak5s ! p[] ( decision4 ,a man :o1 :5 9 vigor\s heal?1 decides quickly1 f9ally & firmly1 :5 9 poor heal?1 wobbles1 wav]s1 reconsid]s4 ,8 purpose1 :i* 0 once a mighty =ce 9 8 life1 lacks virility1 has lo/ mu* ( its /r5g?4 ,9 fact1 all ( 8 life /&>ds drop 9 proportion to ! decl9e 9 physical vigor4 ,aga91 ! quality ( heal? has a great deal to d ) ! quality ( ?\ght4 ,y _c get heal?y ?9k+ f diseas$ bra9 cells or n]ve cells4 ,if ! vitality is bel[ p> ! ?\ght w drop to its level4 ,:at magic a trip to ,europe or a vacation 9 ! c\ntry (t5 produces 9 ! quality ( "o's ?\ght & "w4 ,! writ]1 ! cl]gyman1 ! orator1 ! /atesman1 :o 0 disgu/$ ) :at 8 bra9 produc$ comes back to 8 "w aft] a vacation & f9ds himself a new man4 ,he c n only d inf9itely m "w ) great] ease1 b 8 "w has a f9] quality4 ,! writ] is (t5 surpris$ at 8 grip ^u 8 subject & 8 p[] to see ?+s :i* he c\ld n get hold ( be=e4 ,!re is a fre%ness ab\t 8 /yle :i* he c\ld n be=e squeeze f 8 jad$ bra94 ,! s+] :o broke d[n comes back f a vacation ) a p[] ( voice :i* %e did n ev5 "k %e possess$4 ,! bus9ess man returns ) a firm] grip ^u 8 bus9ess1 a new faculty = improv+ me?ods1 & a bright] outlook on ! _w4 ,! bra9 a% has be5 bl[n (f ! bra9 cells :i* 7 clogg$ be=e2 ! blood is pure2 ! pulse b\nd+1 &1 ( c\rse1 ! bra9 cells ?r[ (f a f9] quality ( ?\ght1 ke5]1 %>p]1 m p5etrat+1 m gripp+4 ,_m a salesman c\ld add tw5ty-five or fifty p] c5t4 to 8 p[] by eas+ ! /ra9 ( life n[ & !n1 especially :5 ,nature hangs out any ( h] w>n+ signals4 ,suppos+ an ,edison or "s o!r great inv5tor %\ld discov] a secret = d\bl+ "o's ability1 :at w\ld we n all d or give to get ?is secret8 ,yet e "o kn[s a process = d\bl+ ability :i* nev] fails4 ,x is heal?-build+1 vitality-build+1 by simply ex]cis+ common s5se 9 ! matt] ( liv+4 ,!re is no?+ complicat$ 9 ?is2 x means eat+ j en\gh1 n too mu* or too little1 ( ! foods t give =ce & p[]1 sci5tific eat+ ( ^! foods2 sci5tific c>e ( ourselves1 ex]cise1 recreation1 play2 gett+ out ( doors :5ev] possible & absorb+ p[] f ! sun & air2 gett+ pl5ty ( sleep 9 a well-v5tilat$ b$room2 regul> sy/ematic habits2 "r ?9k+1 triumphant ?9k+1 hold+ ! victori\s attitude t[>d life1 t[>d our "w1 t[>d our heal?1 t[>d ev]y?+4 ,n[ "h is ! secret ( d\bl+ ability4 ,we all h x2 all t is necess>y is to put x 9 practice4 ,!re is no o!r ?+ t w pay a salesman bett] ?an putt+ x 9 practice e day4 ,keep+ himself 9 sup]b physical condition w n only give a wond]ful flavor to life1 b x w add great int]e/ & *>m to 8 p]sonality4 ,good heal? is ! f\ndation ( p]sonal magnetism2 x is ! secret ( ! sp>kle 9 ! eye1 ! buoyant _s1 ! ke5 :ip to ! intellect :i* %>p5s all ! wits4 ,_m a sale has be5 cl9*$ by ! pleas+ appe>ance ( a salesman1 ! *>m ( a bright1 fla%+ eye1 a cle> sk91 a firm /ep1 & a /raight pair ( %\ld]s4 ,h[ quickly we c tell by ! appe>ance ( horses on ! /reet :at sort ( c>e !y get4 ,h[ f9e a c>efully groom$ horse looks & h[ well he feels4 ,he seems to h a s5se ( pride 9 8 p]sonal appe>ance1 :]eas ! horse :i* is seldom if ev] groom$1 %[s 8 neglect by ! %>p contra/4 ,! same ?+ is true ( individuals4 ,i h a fri5d :o takes inf9ite pa9s to keep himself 9 prime condition4 ,he says 8 human ma*9e is 8 mo/ preci\s asset & t he _c af=d to neglect 8 ex]cise2 he _c af=d to be irregul> 9 8 eat+ habits1 or to eat foods :i* are n body build]s1 heal? & =ce produc]s2 he _c af=d to lose sleep1 or to d any?+ :i* w l[] 8 vitality4 ,he is equally c>eful ab\t 8 groom+1 & always looks fit1 9 ! p9k ( condition4 ,ano!r fri5d ( m9e is j ! opposite4 ,he w take a hot ba? 9 ab\t t5 m9utes2 he dresses 9 a hurry2 nev] bo!rs ab\t 8 ex]cise or 8 food1 & ! result is ! two m5 pres5t z great a contra/ z ! well-groom$1 well-c>$ = horse & ! ill-groom$1 ill-c>$ = "o4 ,x is ( little use to h all ! qualities :i* make a good salesman if ^! qualities are n kept 9 prime condition4 ,yet !re are a great _m salesm5 :o d n take "t en\gh to c>e = !mselves prop]ly1 to keep _! wond]ful ma*9e 9 f9e trim1 9 sup]b physical & m5tal condition4 ,x 0 said t ,ole ,bull c\ld nev] be induc$ to g on play+ unless 8 viol9 0 9 p]fect tune4 ,if a /r+ /ret*$ ! lea/ bit1 no matt] h[ _m ?\s&s 7 wait+ = him1 he w\ld /op until he _h put 8 viol9 9 p]fect tune aga94 ,ole ,bull w\ld n all[ himself ev5 = a mom5t to be any?+ b a ma/]4 ,y _c g to y\r prospect ) ! bra9 ( a ma/] salesman1 victory-organiz$1 if y\r in/rum5t is out ( tune4 ,if y d n keep y\rself tun$ to conc]t pit*2 if y d n take ! tr\ble to make a f9e adju/m5t ( y\r wond]ful human in/rum5t ea* day2 if y d n put y\rself 9 tune ea* morn+ = ! day's "w2 if !re is ! lea/ inh>mony 9 any ( ! m>vel\s me*anism ( y\r body1 y w g on all day produc+ discord in/ead ( h>mony4 ,9 o!r words1 y w be a failure in/ead ( a success4 ,:5 y approa* a prospect be sure y are 89 tune ) ! ,inf9ite10 7) ! highe/ law ( y\r be+7 t y are all !re1 t y are n sixty1 sev5ty-five1 eighty1 n9ety or n9ety-n9e p] c5t4 pres5t1 b t y are all !re1 t y are a hundr$ p] c5t4 pres5t1 & t ?is hundr$ p] c5t4 is ready to /rike ! bl[4 ,m w dep5d ^u y\r body & m9d be+ 9 complete h>mony1 9 p]fect tune ?an on all ( y\r special tra9+ 9 salesman%ip4 ,9 ?is age ( fi]ce competition physical vigor plays a trem5d\s "p4 ,x is an age ( effici5cy =ce1 an age :i* requires ma/]fulness4 ,! victors 9 ! great life game to-day1 z a rule1 are m5 ) p[]ful vitality1 trem5d\s /ay+ p[]4 ,:e!r y w9 out or lose 9 ! game w dep5d l>gely on y\r res]ve p[]1 y\r plus vitality4 ,keep y\rself always fit s t y c d y\r be/1 ! highe/ ?+ possible to y1 ) ease & dignity1 )\t /ruggle or /ra91 & y w be a ma/] salesman4 ,always be at ! top ( y\r condition1 & y c approa* y\r prospect ) ! assurance ( victory1 ! air ( a conqu]or1 ) ! sup]b confid5ce t w9s4 ,keep y\r human ma*9e 9 p]fect tune1 & y w radiate p[]1 ma/]fulness2 y w exhale =ce & magnetism f e pore2 y w be ! sort ( salesman t e cu/om] is glad to see--,a ,,ma/] ,,salesman4 ,,app5dix ,,sales ,,po9t]s 8,!re are two *ief classes ( m5 t y w approa*4 8,"o class is rul$ *iefly by reason1 ! o!r by impulses--emotion--prejudices--en?usiasm --likes & dislikes4 8,! fir/ class c be conv9c$ only by h>d matt]-(-fact1 ma!matical argum5ts--! k9d ( evid5ce t w pass a judge 9 c\rt4 ,! m9ds ( ^! m5 are cle>1 cold1 logic eng9es4 ,!y are impress$ only by facts & figures1 & w d no bus9ess ) salesm5 :o (f] !m any?+ else4 8,! o!r class--( impulsive or emotional m5--is am5able to he>t sway p]suasion4 8,y w n f9d x s necess>y to conv9ce _! reasons4 ,give !m ! be/ evid5ce y h1 b mix x ) some?+ m4 8,be c>eful ( _! prejudices1 wat* out = ! revelation ( _! likes & dislikes1 discov] _! en?usiasm1 suit y\rself to _! moods4 8,soon] or lat]1 if y "k y\r bus9ess1 y w uncov] ! vuln]able spot 9 an emotional man & he is y\rs4 ,/rike him ) ! "r k9d ( p]suasion & y c walk out ) 8 ord]4 8,/udy y\r prospects4 ,le>n to read ! book ( human nature4 ,! =mulas = success 9 sell+ are writt5 on its pages40 99 99 99 99 99 ,don't be a slave ( prec$5t4 ,x is an enemy ( progress4 ,"k ! te*nique ( salesman%ip1 b don't be its slave4 ,/udy m5 at ! top & !n ask y\rself1 8,:y c't ,i d :at !y h done80 ,,resolve ,,n ,,to ,,be ,a ,,little ,,fell[4 99 99 99 99 99 ,no matt] h[ mu* y "k ab\t salesman%ip y\r p]sonality1 y\r "*1 w be ! *ief factors 9 y\r success4 ,:ile ! te*nique ( salesman%ip is important1 yet x is ! man beh9d ! salesman t does ! bus9ess4 ,x is ! human p[] back ( ! m]e te*nique t makes ! sale4 99 99 99 99 99 ,,?ree ,,k9ds ,,( ,,salesm5 ,! ,heavyweight1 ,! ,fea!rweight1 & ,j pla9 ,,wait4--,select$4 99 99 99 99 99 8,"s salesm5 are n always successful salesm5--,,b1 successful salesm5 are always ,,"s salesm540 99 99 99 99 99 8,a ma/] salesman is a self-made salesman--,,b a self-made salesman isn't always a ma/] salesman40 99 99 99 99 99 ,always keep 9 m9d ! man at ! o!r end ( ! b>ga94 ,if he does n make a good b>ga9 y w lose 9 ! end1 no matt] h[ mu* y may sell him4 99 99 99 99 99 ,foll[ y\r prospect's m9d4 ,let him d mu* ( ! talk+4 ,if he sees y are try+ to pu% him & expect+ to *ange 8 m9d he w brace up aga9/ y4 99 99 99 99 99 ,,! ,,salesman',s ,,cre$ ,to be a man ^: ^w c>ries weight at my home (fice1 to be a boo/]1 n a knock]1 a pu%]1 n a kick]2 a motor1 n a clog4 ,to believe 9 my proposition he>t & s\l2 to c>ry an air ( optimism into ! pres5ce ( possible cu/om]s2 to dispel ill temp] ) *e]fulness1 kill d\bts ) /rong convictions & r$uce active friction ) an agreeable p]sonality4 ,to make a /udy ( my bus9ess or l9e2 to "k my pr(ession 9 e detail f ! gr\nd up2 to mix bra9s ) my ef=t & use me?od & sy/em 9 my "w4 ,to f9d "t to d ev]y?+ ne$ful by nev] lett+ "t f9d me do+ no?+4 ,to ho>d days z a mis] ho>ds doll>s2 to make e h\r br+ me divid5ds 9 commissions1 increas$ k or heal?ful recreation4 ,to keep my future unmortgag$ ) debt2 to save money z well z e>n x2 to cut out exp5sive amusem5ts until ,i c af=d !m2 to /e] cle> ( dissipation & gu>d my heal? ( body & peace ( m9d z my mo/ preci\s /ock 9 trade4 ,f9ally1 to take a good grip on ! joy ( life2 to play ! game l a g5tleman2 to fight aga9/ no?+ s h>d z my own weakness & to endeavor to gr[ z a salesman & z a man ) ! passage ( e day ( "t4 ,,?is ,,is ,,my ,,cre$4--,w4 ,c4 ,,holman4 99 99 99 99 99 ,salesman%ip is ! ability to sell ! l>ge/ possible quantity ( goods1 to sell an increas+ quantity ( goods1 to get ! greate/ possible results f ! adv]tis+ done by 8 h\se1 to make a regul> cu/om] ( a new buy]1 & to hold ! fri5d%ip ( a regul> cu/om]4--,h4 ,e4 ,,b[man4 99 99 99 99 99 ,nev] sit d[n or /&1 if y c possibly avoid x1 bel[ :]e y\r prospect is seat$4 ,! man :o is ! highe/ always has ! advantage1 ! sup]ior position4 ,_m salesm5 c d bett] /&+ :ile ! prospect is sitt+4 99 99 99 99 99 ,approa* y\r prospect z a pr(essional1 n z an amateur1 n z a little fell[1 or almo/ a salesman1 b approa* him ) ! air ( a pr(essional4 ,give him to und]/& t y are no ?ird-rate salesman4 ,y\r mann] w h ev]y?+ to d ) ! impression y make4 ,e/abli% confid5ce z quickly z possible4 ,bus9ess m5 are con/antly deal+ ) mean1 tricky m51 unscrupul\s m51 hypnotiz]s1 bull-doz]s1 b :5 !y /rike ! real article1 ! g5u9e man1 !y w give him _! confid5ce4 99 99 99 99 99 ,rememb] y\r :ole success w (t5 turn on ! fir/ two or ?ree m9utes ( y\r int]view4 ,j "h y\r k ( human nature is a trem5d\s factor4 ,y mu/ size up y\r man quickly & f9d ! l9e ( lea/ resi/ance1 ! be/ approa* to 8 m9d4 ,n only 8 temp]am5t b 8 heal?1 ! frame ( m9d he happ5s to be 91 all mu/ be tak5 9 at a glance4 99 99 99 99 99 ,be a tactful salesman4 ,y w (t5 be told t tact _c be cultivat$1 t x is a quality t is born 9 "o1 b rememb] t e man is tactful :5 he is c\rt+ ! girl he is dead 9 love )4 ,if y are dead 9 love ) y\r "w & b\nd to w9 y w be tactful4 99 99 99 99 99 ,make x an inv>iable rule nev] to use any influ5ce or to say any?+ 9 ! pres5ce ( a prospect :i* w less5 y\r self-respect4 ,if y d1 y lose p[]4 ,y are n paid = be+ less ?an a man4 99 99 99 99 99 ,a real salesman sells goods4 ,fak]s sell cu/om]s4 ,don't be a m]e ord]-tak]2 be a salesman4 99 99 99 99 99 ,,ano!r 8,,salesman',s ,,cre$0 8,i believe 9 ! goods ,i am h&l+1 9 ! company ,i am work+ =1 & 9 my ability to get results4 8,i believe t hone/ /uff c be pass$ out to hone/ m51 by hone/ me?ods4 8,i believe 9 work+1 n weep+2 9 boo/+1 n knock+1 & 9 ! pleasure ( my job4 8,i believe t a man gets :at he goes aft]2 t "o de$ done to-day is wor? two de$s to-morr[1 & t no man is d[n & out until he has lo/ fai? 9 himself4 8,i believe 9 to-day & ! "w ,i am do+2 9 to-morr[ & ! "w ,i hope to d1 & 9 ! sure rew>d :i* ! future holds4 8,i believe 9 c\rtesy1 9 k9dness1 9 g5]osity1 9 good *e]1 9 fri5d%ip1 & 9 hone/ competition4 8,i believe !re is some?+ do+ some:]e = e man ready to d x4 8,i believe ,i am ready "r n[40 99 99 99 99 99 ,d y ev] g to see a prospect expect+ to be turn$ d[n--to meet unansw]able argum5ts or deep-root$ prejudices t y c't ov]come8 ,if y d1 x's pretty likely t t's :at happ5s4 99 99 99 99 99 ,half-k is worse ?an ignorance4--,,macaulay4 99 99 99 99 99 ,?is is "o bus9ess man's motto3 8,no?+ pays l quality40 ,!re is a :ole s]mon 9 ?is motto1 = :at is !re t pays l quality8 ,!re is no adv]tisem5t l x4 ,quality ne$s no adv]tisem5t1 = x has be5 tri$4 ,talk quality4 ,a high-class salesman tries to conv]t 8 prospect f a l[] to a high] grade1 = !re is n only great] satisfaction b also l>g] pr(it bo? = sell] & buy] 9 ! high grade article4 99 99 99 99 99 ,did y ev] realize t :5 y are work+ = ano!r y are really sell+ y\rself to him1 t y\r ability1 y\r education1 y\r p]sonality1 y\r influ5ce1 y\r atmosph]e--ev]y?+ ab\t y is sold = a price8 ,e "t y sell goods y are sell+ "p ( y\rself1 y\r "*1 y\r reputation1 :at y /& =--x is all includ$ 9 ! sale4 99 99 99 99 99 ,progress dep5ds ^u :at we are1 r ?an ^u :at we may enc\nt]4 ,"o man is /opp$ by a sapl+ ly+ across ! road2 ano!r1 pass+ t way picks up ! h9drance & conv]ts x into a help 9 cross+ ! brook j ahead4--,,trumbull4 99 99 99 99 99 ,fate does n fl+ h] great prizes to ! idle1 ! indiff]5t1 b to ! det]m9$1 ! en?usia/ic1 ! man :o is b\nd to w94 99 99 99 99 99 ,h[ true x is1 z "s "o says1 t true salesman%ip consi/s 9 sell+ goods t don't come back to p :o d4 ,?is is ! :ole /ory4 ,sell+ goods t give p]fect satisfaction 9 su* a pleas+1 attractive way t ! cu/om] comes back2 leav+ a pleasant ta/e 9 ! cu/om]'s m\?1 pleasant pictures 9 8 memory ( ! way y treat$ him1 s t he w put himself out to look y up ! next "t1 ?is is ! salesman%ip :i* e "o c cultivate4 ,"o doesn't ne$ to be a born salesman to d ?is4 ,e "o c treat a cu/om] k9dly1 pleasantly1 ) a *e]ful1 helpful mann]1 9 an accommodat+ _s4 ,! be/ "p ( salesman%ip c be acquir$4 99 99 99 99 99 ,w9n+ back a cu/om] :o _h quit buy+ ( y\r h\se because y h (f5d$ him1 or because he ?9ks ! h\se did n treat him "r1 is a t\gh proposition4 ,x is n e salesman :o c successfully tackle su* a job z ?is4 ,x takes great tact & a lot ( diplomacy1 & yet a diplomacy t does n %[ itself4 ,! art ( arts is to conceal art4 ,a great diplomat leaves no visible trace ( 8 diplomacy4 ,x w pay to acquire ! art ( ! diplomats4 ,x w pay bett] to avoid (f5d+ cu/om]s4 8,we broke all output records to-day40 ,?is 0 ! message ,&rew ,c>negie's sup]9t5d5t s5t him "o day4 8,:y n d x e day80 wir$ back ! ironma/]4 ,:y n beat y\r sales record e day8 ,y don't "k :at y c d until y try4 99 99 99 99 99 8,! salesman t tries to sell1 )\t us+ 8 upp] /ory1 has a lot ( good l(t space unoccupi$40 99 99 99 99 99 ,to be a conqu]or 9 appe>ance1 9 "o's be>+1 is ! fir/ /ep t[>d success4 ,walk1 talk & act z ?\gh y 7 a somebody4 ,let victory speak f y\r face & express itself 9 y\r mann]4 99 99 99 99 99 ,e di%one/ trick1 e deception1 e unfair transaction1 is a boom]ang :i* comes back to hit ! ?r[]4 99 99 99 99 99 ,y %\ld make y\r prospect feel t y are a real fri5d1 t y are some?+ m ?an an ord9>y sell] ( m]*&ise1 t y are try+ to be ( real s]vice to him1 & t y w\ld n take ! slighte/ advantage ( him 9 any way4 ,a man's fri5d%ip %\ld be wor? a great deal to y1 :e!r y get ! p>ticul> ord] y are aft] or n4 99 99 99 99 99 ,! 8sell+ s5se0 is to ! salesman :at ! 8nose = news0 is to ! j\rnali/4 ,no k1 h[ev] pr(\nd1 ( m]e te*nical salesman%ip w make a salesman ( y if y lack sell+ s5se1 into :i* _m factors ent]1--su* z tact1 _s ( k9dl9ess1 good fell[%ip1 good judgm5t1 level-head$ness1 horse s5se1 initiative1 c\rage4 99 99 99 99 99 ,l ! good ?+s y eat1 a sup]b quality leaves a good ta/e 9 ! m\?4 ,! article t is a little bett] ?an o!rs ( ! same k9d1 ! article t is be/1 ev5 ?\gh ! price is high]1 8c>ries 9 its fir/ sale ! possibilities ( _m sales1 because x makes a satisfi$ cu/om]1 & only a satisfi$ cu/om] w come aga940 99 99 99 99 99 ,/ay+ p[] is ! f9al te/ ( ability4 ,! real calib] ( a man is measur$ by ! am\nt ( opposition t x w\ld take to d[n him4 ,! _w measures a man l>gely by 8 break+ d[n po9t4 ,:]e does he give up8 ,h[ mu* puni%m5t c he /&8 ,h[ long c he take 8 m$ic9e )\t runn+ up ! :ite flag8 ,h[ mu* resi/+ p[] is !re 9 him8 ,:at does ! man d aft] he has be5 knock$ d[n8 ,?is is ! te/4 ,:]e is y\r giv+ up po9t1 y\r break+ po9t1 y\r turn+ back po9t8 ,?is w det]m9e ev]y?+ 9 y\r c>e]4 99 99 99 99 99 ,if y repres5t a l>ge h\se1 make a c>eful /udy ( ! top-not*]s & crack]-jack salesm5 9 y\r firm4 ,/udy _! hi/ory1 _! me?ods2 get at ! secret ( _! great success & _! big sal>ies4 ,! /udy ( m5 above y w :et y\r ambition1 w %>p5 y\r p]ceptions & w make y m ambiti\s1 m det]m9$ to w9 out1 & ?is w enable y to make an impression ( progressiv5ess ^u y\r firm4 ,!y w see t y are gr[+1 t y are rea*+ out1 t y h no idea ( gett+ into a rut or becom+ petrifi$ 9 y\r me?ods4 99 99 99 99 99 ,?omas ,brackett ,re$1 ! fam\s ,speak] ( ! ,h\se ( ,repres5tatives = _m ye>s1 us$ to say t "o-half ( ! battle 9 ,congress is to get ! speak]'s eye4 ,get y\r prospect's eye fir/ ( all1 & !n y w n only get 8 att5tion1 b y w int]e/ & hold him4 ,no o!r feature has su* p[] to comm& & hold z ! eye4 ,x is said t ! mom5t a wild bea/ tam] %[s ! slighte/ signs ( fe> :5 he ent]s a cage ( wild animals 8 game is up4 ,!y w leap ^u him & kill him4 ,! animals wat* ! tra9]'s eye & !y c v quickly tell :5 he has lo/ 8 c\rage or %[s ! slighte/ sign ( fe>4 99 99 99 99 99 ,rememb] t sugge/ion is ! s\l ( salesman%ip4 ,! fir/ ?+ y %\ld d :5 y g into a prospect's (fice is to sugge/ h>mony1 good w4 ,antidote all possible antagonism1 kill prejudice4 ,a pleas+ p]sonality is all sugge/ion4 ,sugge/ion is ! s\l ( adv]tis+1 & to sell y mu/ adv]tise4 ,a salesman mu/ be 8 own adv]tisem5t4 99 99 99 99 99 8,,j ,,keep ,,on1 ,,keep9' ,,on40 ,if ! day looks k9d] gloomy ,& y\r *ances k9d] slim2 ,if ! situation's puzzl9'1 ,& ! prospects awful grim2 ,& ! prospects keep press9' ,till all hope is ne>ly gone1 ,j bri/le up & grit y\r tee?1 ,& keep on1 keep9' on4 ,fum9' nev] w9s a fight1 ,& frett9' nev] pays2 ,!re a9't no use 9 brood9' ,9 ^! pessimi/ic ways4 ,smile j k9d] *e]fully1 ,:5 hope is ne>ly gone1 ,& bri/le up & grit y\r tee?1 ,& keep on1 keep9' on4 ,!re a9't no use ( gr[l9'1 ,& grumbl9' all ! "t1 ,:5 music's r++ ev]y:]e1 ,& ev]y?+'s a rhyme4 ,j keep on smil+ *e]fully1 ,if hope is ne>ly gone1 ,& bri/le up & grit y\r tee?1 ,& keep on1 keep9' on4--,,select$4 99 99 99 99 99 ,all salesm5 may take to !mselves ! foll[+ advice on promises1 pr9t$ by ,gimbel ,bro!rs1 = ! b5efit ( all employees ( _! ,new ,york /ore4-- 8,,make no promises :i* y _c fulfill40 8,e individual connect$ ) ?is e/abli%m5t is h]eby in/ruct$ n to make promises :i* _c be absolutely satisfi$4 8,y mu/ fulfill at all co/s ^? promises y d make2 9 behalf ( ?is bus9ess40 99 99 99 99 99 8,he :o is cont5t to re/ ^u 8 laurels1 w soon h laurels re/+ ^u him40 99 99 99 99 99 8,a s\r cl]k w turn ! sweete/ cu/om]40 99 99 99 99 99 8,a real salesman is "o "p talk & n9e p>ts judgm5t2 & he uses ! n9e p>ts ( judgm5t to tell :5 to use ! "o "p ( talk40 99 99 99 99 99 ,:5ev] y say 8,good morn+10 8,good aft]noon10 or 8,good ev5+10 let y\r words be n only *e]ful1 b s9c]e4 ,! only 0 to be g5u9ely s9c]e is ?r\gh cultivat+ a g5u9ely fri5dly disposition4 ,x is h>d to fake s9c]ity4 ,_m salesm5 ?9k !y c1 b !y only fool !mselves4 ,le>n to love mank9d z a :ole1 & y w !n be able to be g5u9ely s9c]e ) ea* unit 9 humanity4 99 99 99 99 99 8,nev] expla9 ! nature ( y\r bus9ess on ! door-/ep--t is1 be=e y are advantage\sly plac$ 9 ! pres5ce ( y\r prospect4--,expect to get 91 & y w40 ,^! are ! words ( an exp]t 9 salesman%ip4 ,e exp]t realizes h[ full ( tru? !y are4 99 99 99 99 99 ,a salesman mu/ be self-possess$1 :i* means t he %\ld h no fe>s4 ,keep be=e y\r m9d con/antly ^! facts3 ,y are all "r2 y\r goods are all "r1 & y\r h\se is all "r2 !re=e y h no cause = fe>2 y h e reason to be s]5e4 99 99 99 99 99 ,keep y\r samples out ( sight z mu* z possible1 ev5 = y\r regul> trade4 ,_m salesm5 leave _! samples at ! hotel1 & call fir/ on prospective cu/om]s1 mak+ an appo9tm5t = a c]ta9 h\r4 ,?is is v effective1 :]e possible4 ,! display ( goods is1 unque/ionably1 v helpful 9 sell+1 b x is a decid$ advantage to h "p ( ! /ock out ( sight4 ,! elem5t ( curiosity comes 91 &1 z we h expla9$1 ?is helps to get ! "r k9d ( att5tion4 99 99 99 99 99 ,c>ry+ a cig> or a cig>ette1 ev5 ?\gh fre%ly light$1 usually detracts f a man's appe>ance4 ,a too?-pick 9 evid5ce is always v bad ta/e1 & (t5 x has be5 fatal to sales4 ,newspap]s /uck into pockets1 or c>ri$ 9 "o's h&1 sugge/ t a man is n all !re1 t he is ?9k+ m ( ! topics ( ! day ?an ( 8 bus9ess4 ,!y are evid5ce ( lack ( conc5tration1 & m (t5 ?an ! salesman may ?9k he h&icaps himself by hav+ ^! 9 sight4 99 99 99 99 99 ,jake ,daub]t1 ! well kn[n au?ority 9 baseball1 has conclud$ an article on 8 specialty ) ^! /rong words ( advice3 8,always "k ahead ( "t :at y mu/ d ) ! ball aft] y get x40 ,to a salesman ,i w\ld say--?9k out all possible difficulties t may arise dur+ ! progress ( a prospective sale4 ,be prep>$ = e em]g5cy4 ,cultivate pati5ce1 calmness1 & cel]ity1 = !y give a p[]ful advantage to _! possessor4 99 99 99 99 99 ,seiz+ ! psy*ological mom5t is ( great importance4 ,admiral ,dewey seiz$ x v effectively :5 he gave ! comm&1 8,y may fire :5 y are ready1 ,gridley40 ,a salesman c w9 by 8fir+0 at ! "r mom5t4 ,he c1 likewise1 & %\ld1 /op 8fir+0 & close ! deal at ! "r mom5t4 ,x is all psy*ological--a matt] ( m9d meet+ m9d4 99 99 99 99 99 ,avoid z mu* z possible te*nical t]ms1 unless y are talk+ to cu/om]s :o1 y are sure1 und]/& !m4 ,= in/ance1 a ,life ,insurance salesman makes a great mi/ake ord9>ily1 to talk ab\t 8legal res]ve10 8accru$ divid5ds10 8ext5d$ insurance10 8paid-up values10 8accel]ative end[m5ts10 8exp5se ratios10 8p]c5tages ( increase10 etc4 ,z a matt] ( fact1 x is q probable t a l>ge numb] ( ^? to :om he talks w n und]/& ev5 ! words 8liabilities0 & 8assets40 99 99 99 99 99 ,_m a salesman has be5 ru9$ or s]i\sly injur$ by c>ry+ a side l9e4 ,all ( ! great ?+s ( ! _w h be5 accompli%$ by conc5tration ^u a specialty4 99 99 99 99 99 ,a good tip to bo? "y & old salesm5 is1 to /udy ! bus9ess produc]s bo? 9 y\r firm & out ( y\r firm4 ,exam9e _! me?ods2 le>n to d :at !y h f\nd effective2 b5efit by _! /rong po9ts2 b bew>e ( _! weaknesses1 = ev5 ! mo/ successful salesman w be f\nd to h c]ta9 weak po9ts1 at times4 ,y c quickly & conclusively recognize ^!4 ,gu>d aga9/ !m4 ,:ile y c le>n mu* f old] & m exp]i5c$ salesm51 nev] be a slavi% copy ( any "o4 ,:atev] y d be y\rself4 99 99 99 99 99 ,e "t a man :o is try+ to hold an audi5ce turns 8 eye f x he cuts ! magnetic curr5t :i* is fl[+ betwe5 !m & if he does ?is (t5 ! p w get uneasy2 !y w beg9 to move 9 _! seats & he w lose 8 p[] ov] !m4--,8 magnetic connection ) ^? he addresses is made ?r\gh ! eye4 ,! tra9$ speak] kn[s ?is1 & unlike ! amateur :o1 f %e] n]v\sness1 (t5 looks d[n to ! floor1 or ref]s to 8 notes :5 x is n absolutely necess>y to d s1 he avoids ev]y?+ t w\ld t5d to break ! magnetic curr5t betwe5 himself & 8 audi5ce4 ,j "h is a h9t = ! salesman4 ,x is imp]ative t y %\ld keep ?is curr5t betwe5 y\rself & y\r prospect fl[+ freely4 ,an attractive p]sonality add$ to ! con/ant fl[ ( magnetism ?r\gh y\r eye w rivet 8 att5tion & add imm5sely to y\r sell+ p[]4 99 99 99 99 99 ,,! ,,salesman',s ,,ideal ,i want my ,sell+ ,talk to be a ,s]vice ,talk--"o t w be wor? o!rs' "t :e!r !y buy my goods or n4 ,i want x to tell only ! tru?1 & t z fully z may be4 ,to be a p]fectly human /atem5t easily und]/ood by o!rs4 ,to %[ simply & pla9ly h[ bo? ,i & my goods c s]ve4 ,to conta9 ,wit only z t con=ms to ,wisdom4 ,to be pres5t$ 9 full view ( ! fact t e man's "t is 8 prop]ty--only to be secur$ by hone/ me?ods4 ,to result f p]sonal self-p]suasion1 z ,i w\ld wi% to p]suade o!rs4 ,to prove ( su* real value to patrons t my goods %all be always to ! =e r ?an myself4 ,to s demon/rate ! ,m]its ( my goods & s]vice1 t o!rs w crave !m :5 9 ne$ ( ei!r4 ,?is is my ideal4--,,select$4 99 99 99 99 99 ,,:y ,,?is ,,salesman ,,did ,,n ,,succe$ ,he 0 too anxi\s4 ,he c\ld n read human nature4 ,he did n "k h[ to approa* 8 prospect4 ,!re 0 n a real man back ( ! solicitor4 ,he scatt]$ too mu*2 c\ld n conc5trate 8 talk4 ,he knew en\gh1 b c\ld n tell x 9 an int]e/+ way4 ,he tir$ ! prospect out be=e he got d[n to bus9ess1 & c\ld n see :5 he 0 bor+ him4 ,he w5t to 8 prospective cu/om] 9 ! _s ( 8,i w try0 in/ead ( 8,i w40 ,he c\ld n take a rebuff good-natur$ly4 ,he ran d[n 8 competitor & disgu/$ 8 prospect4 ,he did n believe he c\ld get an ord] :5 he w5t = x4 ,he tri$ to make circul>s & lett]s d ! "w ( a p]sonal canvass4 ,he unload$ *eap l9es & (f-/yle goods on "o cu/om] & !n bragg$ ab\t x to ! next4 ,he did n ?or\ghly believe 9 ! ?+ he 0 try+ to sell1 & ( c\rse c\ld n conv9ce o!rs4 ,he 0 too easily disc\rag$2 if he did n secure ord]s f ! fir/ man he solicit$1 he lo/ he>t & gave up4 ,he did n conc5trate on "o l9e4 ,he c>ri$ side l9es4 ,he ?\ght if he c\ld n sell "o ?+1 he c\ld ano!r4 ,he did n h en\gh res]ve argum5t to ov]come objections4 ,he lack$ res\rcefulness4 ,he _h to sp5d mo/ ( 8 "t try+ to ov]come a bad fir/ impression4 ,he gave ! impression t he 0 a begg> in/ead ( ! repres5tative ( a reliable h\se4 ,he did n look out = ! man at ! o!r end ( ! b>ga94 ,he ov]canvass$4 ,he said s _m good ?+s ab\t ! article he 0 sell+ t ! prospect did n believe !y 7 true4 ,he 0 polite only :ile he ?\ght he 0 go+ to get an ord]1 b :5 turn$ d[n1 got mad & said disagreeable1 cutt+ ?+s4 ,he lack$ tact or ! p[] ( adaptability2 he always us$ ! same l9e ( argum5t1 no matt] :at ! man's position1 degree ( intellig5ce1 temp]am5t or mood might be4 ,he did n h a prop] appreciation ( ! dignity ( 8 "w4 ,he ?\ght p w\ld look ^u him z a p$dl]4 ,he did n l ! bus9ess2 8 he>t 0 n 9 x2 & he int5d$ work+ at x only until he c\ld get a bett] job4 ,he nev] lik$ to mix ) p1 & !re=e 0 n popul>4 ,he did n organize himself1 c\ld n "w to a plan1 _h no program4 ,he introduc$ politics & 8 fads 9 bus9ess4 ,he didn't realize t e sale is an adv]tisem5t = or aga9/ ! h\se4 ,he 0 always gloomy & despond5t4 ,he c>ri$ 8 samples 9 a he>se4 ,he did n believe x paid to be accommodat+4 99 99 99 99 99 ,,:y ,,?is ,,salesman ,,succe$$ ,he ?or\ghly believ$ 9 ! ?+s he 0 try+ to sell4 ,he 0 tactful & knew h[ to approa* p4 ,he did n wa/e a cu/om]'s "t b 0 quick to ! po9t4 ,he conc5trat$ on :at he 0 sell+4 ,he 0 reliable & gave "o ! impression t he /ood = good m]*&ise4 ,he approa*$ a cu/om] ) ! conviction t he w\ld w9 8 ord] & he usually did4 ,he work$ h>d4 ,he 0 always look+ out = ! man at ! o!r end ( ! b>ga94 ,he /opp$ :5 he _h conv9c$ 8 prospect & did n raise d\bts by bor+ him4 ,,! ,,end