Norwich bulletin., 1915-05-28
GAVE INSURANCE AGENTS
TALK ON HONESTY
Principal Crandall at Hartford Meet
ing-The Foundation of Success.

The 20 or more Connecticut agents
| OF the New England Mutual Life In
Surance company, were entertained on
ednesday by Lee c. Robens, general
agent at luncheon at Hartford,
| where the Norwich field was repre-
| scented by Edward l.. Root, George A.
| chase, and James A. Coffey, with
PT1ncipal L. NJ. Crandan of the Nor
Wlch Commercial school as one of the
| speakers at the afternoon session.
| Z. w. Allen, who is at the head of
| a $2,OOO,O0O agency in New York, ad-
| dressed the agents upon the Best Way
| OF Approaching and Obtaining Pros
| poets, and Mr.. CrandalPs subject was
Honesty as the Foundation Rock of
BUSINESS Success. After hearing the
address Mr.. Allen invited Mr. Gran
dali to be a speaker before his agency
| in June.
In his address Mr.. CrandaII told his
hearers that truthful statements and
facts concerning your proposition will
win the confidence of your prospect
and confidence is really the two sides
| of the ladder which lead to success
In, placing the sides of the ladder of
success in position 1 would advise that
a cleat be placed across the foot of
the ladder to keep it from slipping
This cleat might be called prepara-
ton. In selling goods the necessary
steps in the sale are always the same
whether one is selling an automobile,
a railroad or a suit of clothes.
The first step or round in the lad
der is to get an introduction to the
prospect either through advertising or
solicitation. The next step is to get
his attention and this attention must
be favorable. From this step in the
ladder we go to the next, which is
interest. The good salesman will
arouse an intense interest in his nros-
poets mind for the goods which ne is
selling, then he will place the next
round in the ladder and try to step
upon that, it is called desire. The good
salesman must arouse an intense de-
sire after he has created an interest
Then he takes one more step UP the
ladder and gets q decision and then
action from the customer to buy. The
sale is not now complete even though
the goods are sold the salesman must
not Iet the customer go until he is
sure that the customer is thoroughly
satisfied with his purchase for upon
his satisfaction rests the future of his
dealings with the firm. From this
picture you will see that untruthful
announcements or dishonesty in any
respect will destroy confidence and if
confidence, the sides of the ladder is
destroyed the salesman has nothing
upon which to climb to successful
selling for truthfulness and honesty is
the real foundation and inspiration of
those who win success in selling. If
you as a representative OF your COM
pany realize fully that you are work
ing with the executives and not for
them you will welcome the friendly,
constru ctivee. criticisms which are
given for your benefit, to help you
grow, to help you render the greatest
service to your clients and your COM
pany.
You are here gathered for inspira-
ton and after listening to the previous
speakers, am sure you have been in
spired to do greater things. If you
stop and think it over carefully am
sure that you will realize that it is
not only inspiration that counts. Per-
spiration has q good deal to do with
winning success in business.
If You want more sales remember
the old time saying: Where there's a
will there's way and the old say
ing, Honesty is the best policy" has
been improved to Honesty is the only
policy" for the advertiser or for the
salesman who wishes to win perma-
nent success in any line of business.
Be honest, truthful, active, read, think,
observe listen and discuss and you are
sure of winning success.