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

We'll get any more water in 1t until j
had spilled that which was there. And
| IL the customers mind is filled with
other thoughts the salesman can't
very we'll get any thoughts about his
goods into the mental goblet of the
customers mind until he has spilled
the mental waters of thought which
are already there.
| 1t takes the personality that is born
of the development of the positive
| qualities in the individual to command
and hold attention and to create con-
| fidence which is the basis of trade.
| And the next step UP the psycholo-
gical hill which leads to the sale is
INTEREST.
And what is interest? 1t is the same
stuff as attention, only more Of 1t. It's
attention sustained.
Attention sustained ripens into in
terest.
You never bought anything yet, and
never will, unless you take an interest
in 1T. But that's not enough.
| Your attention has been attracted to
things before now and you have taken
| a certain degree of interest in them
| without purchasing.
/ And the third step in the psycholo-
gical hill leading to the sale is DE-
SIRE.
And what is desire? It's the same
stuff as interest. only more Of it.
| In other words, interest properly
4 sustained changes to desire.
a great many people say they can't
afford given thing when that's not
the real reason after all. If the desire
Ifor 1t had been intense enough they
would have found a way.
This Is true, because IL the desire Is
made strong enough the will will de-
eide and act in the line of the thoughts
and feelings.
IAN here we have the fourth step in
the psychological .hill Sat the top of
the hill the sale itself, viz. decision and
ACTION on the part of the purchaser.
And this is the Mental Law of Sale.
ATTENTION properly sustained
changes into INTEREST.
INTEREST properly augmented
changes into DESIRE.
! And DESIRE made strong enough
changes into RESOLVE to BUY.
And there you are.
Ladies Given Thanks.
Following the serving of the banquet
and before Mr.. sheldons talk, Toast
master Harper stated that a motion
/ would be in order thanking the ladies
OF the hospital association for the ex-
| cellence of the menu as well as as the
very efficient class of service. Senator
Harper Immediately arose and In
very neatly wordei motion thanked
the ladies and compared the service of
the evening with that to which he has
been subject on his European trip for
the past four months, raising the
service of the ladies to great heights
In comparison to that of the old world.
When put by the POSTMASTER, the mo-
to-. carried by the enthusiastic rising
vote of all men present.
/ Dain Sends Telegram.
\ In very neat Introduction punctur-
ed at intervals with humorous SMILES,
ha
| prandial program of the evening and
maintained the high order and dignity
lof his position in a manner commend
able, telegram from President JOS
eoh Dain, was handed the POSTMASTER
Dafn having just arrived in Chicago
from business visit of some distance,
and stating his regret at not being
present. also telling the banqueters to
/, boost the waterways, interurban and
greater Ottumwa. Following the adj
dress of A. r. Sheldon, the request of
Mr.. Dain was acted upon and Toast
master Harper called meeting on
the interurban project for Tuesday
evening at o'clock In the court house
lat which he urged that the matter be
taken up with the will t. finish up the
preliminary work already in course
Of completion and that large crowd
be present.
4 Toastmaster Harper first called upon
DIR. T. w. Jeffrey for few remarks.
4 D.. Jeffrey's Witty Sallies.
In his inimitable manner and full Of
quaint humor that belongs to himself
alone but Is appreciated and enjoyed
by all who hear him, DR.. jeffrey ac-
quilted himsel. as an after dinner
tall1er of the highest order: None tell
a joke just like he does and few have the
faculty of picking fun out of them
selves for the enjoyment Of their hear
ers In the same degree of success as
the eloquent divine His remarks last
evening while short, We're indeed en-
| Joyable anC are as follows:
DR.. Jeffrey's Talk.
Rev. DR.. Jeffrey's talk is in full as
| follows:
Mr. Chairman and Gentlemen:
Through the generous impulse of
your committee enjoy the privilege OF
sitting in your banqueting chamber
Il About six weeks ago this committee
informed me that ! would receive an
invitation to this banquet and that l
would be expected to pay for my COM
lplimentary ticket by working my
mouth regardless Of my BRAIN They
said my address was to consume
just one-fourth as much time as the
dinner and that 1t was to be equal in
weight to one-tenth of the amour.
4 consumed by me. have been en-
barrassed all evening by this same
committee for at the end of each
course they have looked at their
watches with painful glances at me-
4 With this situation staring me in the
face and gnawing at my conscience, II
wish to say that they need not be
4 troubled with any grave apprehensions
for have spent the entire six weeks
in the preparation of this address. !.
. This after dinner speaking is rare
gift and one which / do not possess. r
can always do better If / have some
thing in, promise, and you know the
wheel never turns to the water that
has passed. / have had my pay and
there is no further inducement.
never like pay in advance. l cam
not get my face in the same solemn
attitude to tie the nuptial knot il the
fellow pays me in advance. ! have no
trouble in getting it in the right shape
If he fails to pay me at all. This is the
reason that most preachers do not
have their salary in advance. The
only thing l like in advance is my wife
when there is burglar in the house.
, One got into our house once by mis-
take. He said when he discovered that
it was our house that he had more
reason for complaint than l had and
he threatened me with suit. l got off
by promising to never tell on him.