The San Francisco call., 1913-08-10
Landing Man Who Wont Buy;
Persistency Brings Results
BY w. B. MAYER

| @ PEAkING Of persons whom you
have tried in vain to sell for years
and finally getting en-
chuckled old Daniel MacGregor, dean
of statesmen. puts me In mind OF an
incident of my early days as sales
man.
"A dealer whose establishment was
in Cleveland was one of those typical
L told you once I didn't want your
hardware, and I'll be doggoned II J
change my mind fellows. You know
the kind If you happen to make your
initial visit when they feel good, ali
right, but If you strike them on a day
when they have crawled out of the
wrong side of the bed-whew!
1T was my fortune to visit this
dealer on a day when he had nothing
TO give but snarls, short answers. and
| meaning glances In the general direc-
tiofi of the door. Nope. he wouldn
look at my saws or anything else He
didn't have time, and there was no use
talkin' to him. So he said and ! be-
lieved him.
Seeing there was no use humping
against a stone wall. ! left. smartins
with Indignation. determined never 70
come in contact with the old grouch
again. He was one of those kind who
wouldn't listen to common sense. Plain
hog stubborness. That's the way reit
when I left his store. but the next time
landed in Cleveland my wounded
feelings had recovered. and | remem-
bered that big store that | couidn
sell. And within me during the next
few moments grew determination. TO-
gether with a feeling Of self-scorn.
| Then I started for the store. was
set on selling that dealer. But all to
no avail. He became so nettled at my
persistency that he deliberately left
me and walked TO the other end of the
store.
From that time on T made ii q
point to drop in for moment and talk
a bout the weather every time I visited
the city He couldn't object to that
.One time / arrived during the noon
hour. The owner was out for iunch
and the clerk was at home. sick, so
was informed by the small boy tenn
porarily in charge.
BOSS OUT, SERVES CUSTOMER
II sat down to await the proprietor
return A customer entered man OF
40 or thereabouts. The boy mumbled
something about the boss being out Tor
| q minute or two: that he'd be back
directly: that he should wait The
patron glanced at his watch and started
| for the door
asJust a moment. Sir I called after
him. I'll wait on yQu
"T want a good cllisel and gimlet,
| the customer said.
II looked about the store but it was
large, and a sweeping glance failed to
reveal either Of these articles. Then
an idea came to me. opened my
suitcase and extracted my samples be-
hind the counter.
"sHere is one brand / said. putting
| them before him for his inspection;
| Just a minute and I'll show YOU others
| I soon found the desired tools in the
| shops stock / showed these to the
| customer too We talked over the
various merits of the respective brands
These look like the best brand he
doomed in bass voice I'll take this
chisel and gimlet.'
Here the door slammed and in
walked the crouch Talk about your
conflicting emotions. I felt reasonably
| certain that the boss was capable of
murder on his Off days. which thought
made me quake, and still felt proud
because the patron had selected my
goods.
.The proprietor greeted the customer
| in tone that reassured me that my
| lease on life was not going to be Inn
mediately foreclosed. Then he stared
at me and a the goods / was wrapping
lup. The customer left with his pur-
chases.
4 trust you will pardon me for the
liberty / have taken.' / said. While
was waiting for YOU that gentleman
came In. and as there was no one to
lserve him I assumed the role of clerk
| and sold him my goods-rny samples,
| although ] assure you I showed him
your stock of goods as we'll He could
see that. They lay scattered over the
counter
THE dealer listened attentively, and