Evening public ledger. [volume] (Philadelphia [Pa.]) 1914-1942, 1918-07-02
CS%S

SURE got bunch of good ideas from
our sales class at the Magnitude Life
insurance Company today. Perkins is
on to his job, believe me And say, I'm
getting such load Of high-brow dope,
belteve II I met n mental reactiop"
on the street. ] would be able to raise
my hat and say How do you do?"
A mental reaction? why, sure. A
mental reaction is the effect that some
thing you say has on somebody else,
and Is, of course, the comebacl; that Won
get. That wasn't the way Perkins said
II. out mats what he meant. For in
stance II | were to tell old Bimple,
the buli-necked Irish fellow who sells
! papers outside the building that he was
a liar. l. would probably get a bifr in
the eye-and that would be his mental
reaction. II I were to say to Bimple.
| Come and have a drink" he would saw
'Sure'-and that would be another re &.
| action.
1t seems, from what Perkins says.
| mat everything you say to anybody
causes other thoughts to come into their
minds-and If you say pleasant things
TO them you will get pleasant thoughts
back. but II you are grouchy and grumpy
! to them, that's the kind of comeback
YOU are going to ect from, them He
| told us that 10 vou on int an office
and show by your manner that Won are
scared or nervous or uncomfort able. you
don't make the right kind of impression
and YOU don't get the right kind of re-
/ action
When a man sees you crawling into
his office with your tail between your
| legs, he saws 70 himself. This fellow
! has No backho,e what 6oee he want
wasting nv ,in,sr" Hs viii ,nrn around
and sav: well Young fellow. what
! do Won wan,9"--sort oF snan IL ont
| Tben II Won arc nervous Won win eo
all 10 pieces
| "If Won 20 into an office full of con-
! fdence in Yourself tho man thinks to
! himself "Here's a fellow who's on to
! his ioh and then he will saw. what
can 7 do for youo"
| or course haven't got il lust as
! Perkins told II to us. but got his
! idea. all right.
0no follow who had had some experi-
e,co .aid "If vou 90 to a mans office
and sav. Good n1orSinq I am selling
ne. insurance, nothing doing. No. YOU
49, 20 oil 60 hi,, abor, o,her things
and ,h.r Govt of sIin II to him when
bo ,sn't ,ooLiro"
what do vou say TO a prospect when
,o, ,aIl ~ hi,,, -, ono ~ III. other fell
iou,s IN tho class asked This ruv
"I usu.lIv toll him I have been sent
10 ,,i,, nv snecial renues, to discuss a
a,i,, r,a ,a,tor Thon ba will Gov I'm
! nrettv busy. what is it?' | then tell
III, ,bat /, ia . deal which Is rather
;,,nor,ant - hin, and thai ~ he will
gi,,a ~. ION minutes 7 will he glad to
exnIai,, +, ~ he cannot. I usually say
,tat win tate the documents back
a ,,,,o ,bsp, ,+ another time. The
nrosnec, is so curious by that time that
L,,, ai,,o ~ ~ ION minutes
"e WI % ,.n :" rn,Ised perkins chow
,,,c,, business did YOU write during the
,nst ,hroo rnonthso"
"woi, ;,,s l,ke this: You see. I haven't
r,ri,,en m very much business, but ]
80, sno Ioi of nrosnects. which |
on, Nursing along, ] should say thai
,.iII write hftv thousand dollars
i,,,, 90 business in the next three
.n "
"W.u | don't think there will be
,, thi raxt waek have some
nao,,Io 70 see--but YOU see, you cant
-, ,hssa fellows along"
,ot wise to Perkins. all right |
th,t fsIIow couldn't be much of
a. ogent or that there was something
,rong whh his methods
sure enough. In another minute,
psrlins said Il don't approve of de-
oi,.ir, , man oh. yes! That's what
:, 10 :" ba said as the fellow was about
,,,,, IN a kick. When a man asks
...t vorr husiness Is. always tell him
s.ant,r, Let him see that you are proud
- ',o,,, business. If YOU had made your
nreannroach better, you would never
have to stoop TO subterfuges. Il must
look up the meaning of that word.) II
YOU had studied your preapproach, you
would have known something about the
mans age, his business, his home con-
ditions. and some of his friends, so
that when you called upon him you
could have said Mr.. Brown, l am from
the Magnitude Life Insurance COM
pany. Would you just give me your
opinion on these fgures! Iheh put IN
front of him definite proposition
something to this effect:
".At your age. thirty-fve years. you
can protect your estate and your busi-
ness for $4,000, with an expenditure or
only $3.50 per year. When you have
naid this amount for twenty years, you
Get YOUR money back in full, and you
viii have had the protection for twenty
vears In the event of your death. at
,r,, Time after your first payment. your
narSonal NJ. business estate would re-
reiye $4,000
EVERY. pusiheSS NO.,