The San Francisco call., 1913-08-10

then broke out in the heartiest guffaw
that had heard in many a day.
Say, young fellow he said at
length. I believe / haven't been Civ
ing you fair show. So you sold that
fellow your goods. Well, that's Frank
SHIELDING. | knew you couldn't sell
him any tools by mere persuasion. II
you can sell him. you can sell me-
Tn willing and prepared I an
swered. laughing And let me tell
you, he was my customer until /
changed my lines and he still contin-
ues to buy froms my former firm.
Several years later / struck an
other stubborn proposition in Toledo.
If YOU were to marshal all the units
of bull headedness' of these two deal
ers 1 think the Toledo man had the
edge. He was a little more promising
in way, for he would talk pleasantly
to YOU pertaining to everything but
shop; would allow you to pour forth
your talk in reference to your goods,
and even tell you they seemed to be a
pretty fair sort of article Then when
you'd confidentially suggest an order
he'd say. / told you in the first place
that | didn't went your goods, didn't
II Well. that goes. l want you to
understand that my present brands
suit me and I don't propose to change
or even add another kind
FLATTERY LANDS ORDER
But / continued to call each time 7
was in the city One reason was that
we had become pretty well acquainted
and another was that I had a faint
idea that some oay l might sell him.
"A little less Sthan two years after
our first meeting. two enterprising
Illinois boys, whose fathers + knew.
came to me and told me they intended
to open hardware store in Toledo.
They had selected location. I was
given an order for a portion of the
stock
Boys I suggested, try to get
some informaticsl about the way this
business is run in this city. Each
locality has LITTLE peculiarities and
special mark cts (which the outsider is
not familiar with. Go to some dealer
with whom you ARE not In direct COM
petition and talk over the hardware
situation. Call :on some experienced,
successful dealer for instance
And presto. "A scheme came to my
mind. / knew the failing of 80 per
cent of human beings-fattery. And
my stubborn dealer fitted my require
ments; one who. was able to give ad-
vice which was valuable because he
had made tremendous success of the
business. So I went to this dealer
again.
Mr.. Sparkman,' I began. T have
two novices In this line under my
wing, so to speak. T. was suggesting
to them recently that they get some
good advice from a man who has been
decidedly successful. You're the man
who can give them Invaluable pointers
Would / be asking too much of you
to give them a little adviceg'
Not at all, IacGregor. Bring EN-
The The young FELLOWS duly received
their dose of advice and | am sure
that they told She dealer why I had
chosen him to prepare them for the
bumps OF the road.
Il didn't call on this merchant for
six months or more, but one day did
drop in. / noticed that he was rather
uneasy. Although I always carried my
sample case about with me on these
short visits. I had neglected to open
1t for the last year. ! talked about
everything but hardware.
Finally he said
"I understand your firm has got out
new kind of a screw driver.
II yawned and nodded:
- hear that you people are selling
large quantities
Again / was afflicted with intense
ennui
~ say. MacGregor, he finally
blurted out open your case and show
lit to me. will YOU? well ] want to
order few things
II opened 1t up in a casual way and
then showed him our catalogue.
We'll. you can imagine the rest.
When man comes to you and says
that he wants to buy he's not going
to give you a measly order-that Is,
as rule, and Sparkman was no ex-
ceptfpn."