Ottumwa tri-weekly courier. [volume] (Ottumwa, Iowa) 1903-1916, 1909-05-29

endurance.
| Let him get busy with the knowl-
edge room of the mind-set the ma
chinery of the intellect at work-and
he manifests more and more ability.
Let him get the machinery of the
sensibilities at work In the feeling
room of the mind and he manifests
more and more reliability. This Is
| true because through the sensibilities
he manifests more and more faith
courage, loyalty, honesty and other
positive feelings; and it is this which
| makes reliability.
Then let him get the will busy n
the willing room Of the mind and ne
will manifest more and more decision
and action.
And then he is success. He Is a
| success because the whole man is L.
veloped. And thus do we find that the
four grand success essentials are en-
durance plus ability plus reliability
| plus action.
1t seems to me that nature has in
deed been very good to us, for she
has blessed each and every normal in
dividual with body, intellect, sensi-
bilities and will.
And she has therefore blessed us
with the raw material out of which
| to manufacture more and more endu1-
ance, ability, reliability and action.
| Man therefore has 1t within his pow
| er to succeed.
He can succeed. The question is,
Will he?
Many seem to be guided by the
philosophy of life which may be ex-
pressed in the following words:
| can do what will, but l will do
what / must.
! The true philosophy of life is this:
I can do what will and will do
what l should.
| Many seem to be longing for the
pearl of great price-success- it
| lies before them in but fathom of
during the evening which told of Mr..
water. They spend their time wish
| ing, wishing for success rather than
| in doing the thing which would COM
mand success.
| So many people seem to spend SO
much time in thinking about their
thoughts and feeling about their feei-
ings that they really haven't time for
doing anything.
So many people seem to have n
wishbone where the backbone ought
to be.
So much for few of the central
truths pertaining to the first factor
entering into every sales transaction,
viz: the salesman.
The Customer.
And now as to the customer. We
must be brief. | shall not talk nearly
as long about the customer, the thirs
| toll, oil
about the salesman.
But so far as the customer is COLI
cerned, we may safely lay this down
as guiding star to success in any
line of business. The branch 1T
than any other is the science Of read
ing human nature.
+ The ability which this brings to read
the great book of human nature as 1t
is written in the faces and actions OF
I men. What man thinks he feels, and
what he thinks and feels he Is. And
what he thinks and feels is written
on the face and can be read by him
who knows the letters and the lines.
We learn much as to the types and
Itemperaments of men and the proper
handling of them in the great school
ofslife, but If we add to this the knowl-
edge gained by experts in that line of
research, is it not true that we learn
much more rapidly than If we trust to
the necessarily limited horizon Of our
own personal experiences?
The sale often hangs in most deli
cate balance, and whether or not the
scales go down on the right side in
favor Of the purchase depends upon
how well the salesman has read his
customer and how accurately he has
placed him as to type and tempera-
ment.
The Thing Sold.
AS far as the third factor entering
into every sales transaction Is con-
cerned viz; the thing sold, the branch
other there, is logic in it's two great
branches Of, first. analysis; and sec
ond, synthesis.
Every time a salesman opens his
mouth in business conversation he
should really say something; not just
talk. He should realize that pound of
| logic Is worth ton of talk and that
the human windmill, the verbal
cyclone and living talking machine are
out of date in selling goods. He should
realize that today 1t Is not words and
words and words that sell goods, but
it is points and points and points and
that each should be pointed arrow
going straight to the minds and souls
| of men.
ool HIel ueuseIss Gusu leeIS :
much concerning the article for sale
they talk a customer into thing and
deliberately talk him out Of it again.
So far as the selling talk concerning
the article sold is concerned, it's a
great thing to have terminal facilities.
] This reminds me of the story that
is told on Billy Mason. He was COM
ing down through the northwest and
came to the town Of Red River Falls
He addressed his travelling companion
and said: Were you ever up here at
Red River Falls?'' And his companion
answered: mo" Then Mr.. Mason
said: We'll. was. / came up here
once to make speech for Knute Nell
son. He was running for congress.
Knute is a good fellow and he wired
me to come up, and came up here from
| Washington, but after I got here
Knute took an hour and a half to
introduce me and all had time to do
was to make few remarks
| Now, as 1 said before, Knute is all
/ right, but he reminds me of some of
those railroads that come into Chicago
he lacks terminal facilities.
The Sale.
| And now then, as far as the sale is