The sun. [volume] (New York [N.Y.]) 1833-1916, 1914-04-19

'CO-N-
ing through tho doorway. and wouldn't
give you an order II you said the Litany
on your stomach, 1t follows that dear
firm would NOT exactly go crazy about
your ability as a salesman and smash
one another's hats in wild ecstasy every
time a customer turned you down.
one very ingenious way OF making q
customer think moro Of you than he
does Of his cash balance IL to ask him.
first ball up, to cash your houses check
for expense money. If It 10 the first
time in his life he has ever seen your
pleasing map and doesn't know your
house from a split nightehlrt your
in are all the better.
About a week before you arrive IN his
town you should drop your customer a
funny picture postcard with your pleas
ing photograph in one corner. telling
him the day you expect TO favor him
with call. That good old reliable card
showing the salesman tumbling through
space with bag and excess baggage that
he didn't pay for. and underneath the
appropriate line. II will drop in on you
about -" ia great stuff and pulls a
laugh every time-or thereabouts. All
you've 60; to do Is TO fill in the date
when you expect TO do the Annette KEEL
lerman. then durham duplex tho joke
twice over and fire II out.
Within Q week or 90 after you arrive
IN tho town you should telephone your
prospect and make an appointment. We
assume Of course that you have by this
time finished your social calls and
dated yourself up for tho coming week
or 80. II your prospect doesn't remem-
Der you, tell him you are the blob that
sent the funny postcard. II he says he
has received 4 couple Of dozen Just like
II from other original OOPS. then give
him your real name.
II ne makes an engagement for say 2
o'clock you should mako Il . point to
arrive promptly az $3.50 and then march
right into his private ONCE without any
advance billing and stick out your grip
per for him 10 pump.
Should ne happen to be talking con-
fdertially with some one about the rent
when you crash in you want 10 bust up
the meeting like a police raid on a faro
roost and not wait for an apology from
any one. Grab a chair for yourself
providing nobody is sitting on II at the
y
prospects desk. Then open your
catalogue. or open your sample case II
you are foolish enough to carry one In
stead OF checking II at the railway
station. and begin announcing in no I'M
certain terms what you think Of your
goods as world staeeerers.
Further you must be long on promises
a. TO lima sinary things you are going
to do for him. OF course this does not
mean that you have to promise him
things Ike automobiles and large coun-
try estates sweeping the green hills. nor
that the expert tho house sends is going
to cook the meals and do general house.
work for him. or anything like that.
You want TO promise only such
reasonable things as you know, firstly,
you are going TO forget. and secondly.
that the house wouldn't concede even
II YOU did remember them. Little
souvenirs made OF Russian seal with
your customers name IN gilt letters be-
long TO the first class. and all extra
discounts and dating extending beyond
the second generation belong 10 the
second class. In short, II YOU want Ia
get double breasted drag with your
customer YOU must always he az full OF
promises as an overdue note file and
Just "a strong on making good.
A. we write. there occur 70 Us other
little suggestions for intens!fying you,
pull with friend customer. You might
for example, call his clerks away from
their work every little while, gathe,
them around YOU in an eNpectant grouy
and then tell them one of your good ole
| side twsters lasting anywhere from