years and i have a fit and i've been worrying about thirty five years and i want to feel better my dear sir that shadow is all right it's my foot and another thing if the heel doesn't feel right to m it doesn't fit right how do you do my name is that may i help you yeah i want to get a chair getting ready for some good lazy evenings at home a mr bruff you know this so i thought of an anniversary present not too expensive you're lucky to remember anniversaries i usually forget them and then get jumped on by the mrs well i didn't exactly member that my memory was a job well that's all that counts if you got a job before and not after the date by the way what is your anniversary today what kind of a chair did you have in mind oh just an easy chair you plan to use it in your living room in the living room what's the general color scheme well we have a green rug and a brown bag for a solid  sharing a wing backed chair all right college i think i've got something that you like if you will just come with me you know i think you can get used to a chair just like you do and over half of them now here's a chair as a bit well in your living room it's well built and has a lot of warm to its appearance see how you like that know i don't know what it is but it just doesn't feel right well all the chairs don't have the steps to them that makes you feel right i've got another one right over here the the i'm seen to be a little high makes you feel sort of all hunched  you know to me and i have the idea that you feel about the same way that chair is a lot more than pieces of wood thought that ing nice looking upholstery it's more like an old friend and i agree with you that some chairs when he said i'm feel friendly and others no matter how expensive of just don't feel comfortable now that you're you're sitting in is what i like it's restful and lazy feeling don't you think so yeah yeah that is a nice chair there is a chair you can get attached to some comfortable you don't have to fight the family to get a seat and when you think about all the time you sit in that chair it's no wonder just imagine yourself pulling this terror up to the fire sinking down into the deep sleep getting the oil pipe going good just letting yourself go completely relax care delivered this afternoon so your wife can enjoy it tonight ok send it out oh oh well looks like you brought up the town not quite my life sent me on a shopping spree you know how it is yeah i'll say when did you start smoking  i got had just what he's been wanting for a long time a nice easy chair you had an interesting day but i wonder if you realize just how profitable the day was for you profitable ed your a mighty good salesman and with all that buying you must have learned a lot about selling things to doing things not to do things we can use right here in our own business and selling our product that's of business is no different if we sell our prospects as we like to be sold five there's nothing to it you know as i've been selling them since i was a newish boy i've studied all of books and articles to i've looked at a lot of pictures i've heard a lot of speeches and i got good things out of them at all but i find it all boils down to a few common sense things we all know but most of us forget the little things we can all do things we like when we are buying when you were buying all these things you were impressed one way or another good or bad by the attitude of the salesman who waited on you your face reflected just how you felt about each of the salesman you met you'll respected the treatment you've got now we can put all that to our advantage you know enthusiasm is a great thing and something and that it pays to build it up we don't have to shout but we can throw ourselves into every when we do that we make a prospect feel that his interest is close to lack everybody likes that people we need in the store are new friends and they appreciate it when we go out of our way to let them know what friend they taught them like we do in our own homes you know what it means to get the prospect on your side there's nothing that makes anyone feel better than real help for us we know it pays to give the prospect credit for having some knowledge let him open up tell us why we're wrong then with the tips we get from him clinch the sale it's so easy for us to be these things and  helpful and sincere you know that too because you do it yourself whether you realize it or not that's why you are successful when we do those things in our business the prospect reflects the salesman's attitude just by being smart and on our toes something is simple it's a lot of fun and it's surprising how sales pile up that way you know here's something i buy with you i check up on myself one of the biggest helps i've found in selling whether business is god or any time things don't go along just right i try to put myself in the other fellow's place i simply ask myself one question would you buy anything from the salesman