The sun. [volume] (New York [N.Y.]) 1833-1916, 1910-11-20
SELLING AUTOMOBILES RIGHT
j'OtrlE GRJ 80 EiJHlt N
THE ttP. IDp BNI IHi\1.
And That's tin~,t the N.d i'nporinn' az
~. ~a,S uur ~r,r-msn turthrT-
mare, Tru the Irush B.m~'N ~tiit
auIr> A. Ihr th-mpIon PnIir, at VI.


they ~ a ur = ,Ih~uan O." "r. ut,foNn
agency - Iusi Ice" ~.'luug AnyrhuE
elise What yuu y. go tu geo r- b., u'ak-
the man you're iryIng Geo ~' u tl'nN hat
What you have - what he Wants u
isn't masking hln think thUi IA" wants
what YOU =. got. that IL very d'f..-.',t.
= don't believe man ca. .'.' car
he 4 r-n believe m. | know I can't
I ior see the difference n.iw"-'u steal
ms money from man AVID -.lung nan
something Won don't thinS - ANY enod.
Furthe. more " must he a rar" genus
Whr rsn beS,"lh. SomethIn. n" dn.- II
believe M AMI still give the lnlpr'->Ion
If t"liiug he truth.
Let ~. tell YOU right now that the
leading ru,. of sal.smanship Is that
honesty Is the hest policy. And tn Illus
trate man came IN here one day. He
wanted 10 buy u car. hat he wanted first
set sort ~ line On what 1t would cost
10 keep a car up for year. sat down
and figured in all IN. costs and gave him
nv estimate
He SAID We'll. that's something like.
YOUR. the first fellow | could GET any
thing direct ou II. The other places
asked that question they just told me:
oh. the cost duesn'r amount 10 anything.
That the way sold that man car.
He wanted - know. The other fellows
were afraid they a scare him uif. Sized
him up a man who was after facts and
| let him have them was writing out
his order before he left the floor.
A good concern makes il rule never
10 permit its statesmen 20 speak disparag-
ipgly Of any other make of car. For
instance, II man comes Ia ~ ami
wants 70 get one Of our cars. hut has. for
instance friends who own Thlngumbob
oars. ne is likely u ask our salesman what
he thinks II the lhIngumhob. Some
young men are indiscret enough TO make
remark like this: \ bunch II junk
II that intending purchaser ia a man of
any sort Of character he won't TAX" that
~ final He j. very likely to go away to
look AZ the other make OF car.
Well in the Thingumbob agency they
may have "A courteous Young man who
comes M t. meet our Mr. Man and asks
him what he can do Tor HIM. He looks
over one Of the cars on the floor and
then like a. not. h.. ASK this pulit' sales
an what he thinks III the Nho.this
machine. which j. ours Tn. salesman
.Iys: We max. IT a rule never To discuss
.r. cars Of riva' makes ". consider "
a. cry good automobile indeed II "A
,.rv high class. But what We are here
to- =. 20 sell yuu II W. can one If OUR
...tl-. ari 20 the fine points Of thar would
% ,..r Irteltiun Which one makes
-. ur you think.
liner. a~. lew iuIk4 YOU can tell about
TN mechanical "details ~ ~" aVtuno-
,Ii"- p'..a-Ionaliy you get an engineer
g -.r'" pa. - mo knows automobiles and
j. rsr. o., now him the internal nlcrtI,.-.
H.. ~ lode iut oi that would b.. wasted
or 'u. dVeraR" customer. You'd Just
- sunoving him With lot ~ t.chnl"al
-,IH that he doesn't understand
hav. found the thing To de- J., to let th-.
customer give you "a line. What's tho
zee II telling him about the fin" high
tension magnetic when h.. hand..s Lu"
"a. lever and want To- know what that's
tor, Th. buyer will soon show you how
much h.. kn w. about machines ard then
you can ga" him straight fact
That's where the truth telling sld"
Of It and relieving ~ Your ca- comes
Ia strong You're ThlkIng I" man Nhu
doesn't know anyt hing glpu' aut' mobiles
Nyu'"' .-rt - make him feel vl.n you
'ell hlrr thar 49,. n'sohIa.. u-..- -" L.-i
pt--lb.. -i'"i mat vow arr really IN "Iru"-'
..h"ut - end that H. 80 NrV s.. got
{" max" hl'l u-.tl"y- thar IN" ndr!Inr -
good. II ~ man w.t. doesn't want
-pea AID r.u "sr tell hat almost right
n ~ rt'- f. q dI.'.. pu the roadaIIIty
aud -u.rdIl,.-, ( your .ar. Even Il 'le
machtn" ,aa g.. 1'rv miles au hour. when
,res-ad vol. t1r' -. d o., insist ON 'that
point " IN IT,. cher hand " - = man
YOU f... -Ir. W.u,r {, have % ar that
AN g". ~ o. rlEU' 90 joe nm know what
,peed tn. r1arl r." - ospa,l" o. BIr
all The, iiir T. NUT u. within 90, limits
oi the truth. iT yuI tell "a i" You
10 caught. ipu fear.
"Nor N - fru. Main. p, ,Iii, rnia
!eaving "A rrarl # baI cars behind yDg
u vul WANT. ~. ~'ucna~r v"u must 81
come rart NsrI us.. er 'an 10 MO El,
territory "heT" y"u -"it IN" bad -'pf
And iIrttaru,r" remember that II you
seii II r'sGi " "srl rna' satisfies and dO''.
he work spn.,. la ur mot ncr he u bound
ry "pin. "a 18th som" FRIEND ~ his and
.ray: sell For, a ar jr-' liz" mine" H."
wants On. IhDs' are the fine da.
You dou't have. g., '" q salesman - -,
A. ay NIth the NJ Won ~ '-d - he b.
q clerk to writ, dpHn h.. rider
-Ther-'- another thing - Jhai bunch
oi Juns taiK ! ~ t"ili"s Won ah"ut
\ man who gr-i- that r,Tt 81 "uny"r-ai ION
- apt - Ia Go himself liI- - a pr"iJy
crude lin" , + al and a rla-a thai hangs
OF TO = salesman hk" hat - crude and
- crld" t'ct'mer' IN get II com"
hack here Bfrrr hIy car ~ ne wont
tax. a chau,r vr 'hs.' sort 81 -al'~ii an
snip man SD, l. selling .u.tuuurIl..-
has - at III " GENT l"nlAu
'Ner~ Il. y b. mat oIIuo- ~ VIII" has
IN a.i'Druot i.' # a''.rh"r nak" h" wants
80 trA!r ~ TOR ,r.' 90 our Ca~- ~. na-
.raT.rr.f t.H A. D. H..