Tulsa daily world. [volume] (Tulsa, Indian Territory [Okla.]) 1905-1919, 1918-03-24
LITTLE BIT BETTER
WORTH LOT MORE
&. lcsmnn Tells How To tie worm
Much More 10 Your Firm.


Hu2 -.
f,hn isn't. but he gets four times
a. much, and he Is worth four times
=, much to himself and to his com
pany
Funny figures, aren't they?
Nancy Hanks, race horse could
=, mile IN about two minutes flat
N,,nry WAS worth $4,000 Setting
St. could 90 u mile in 2.ls Setting
srr was worth $4,000. Nancy
.,.,-,t fuar times Us fase, but she
Vas worth four times as much OF
any mans money.
charley Chaplin gets 100000 a
wear. Mary Pickford $4,000 year
.t II hasn't been raised. lately
~ many people like Charley ten
t,r,,g better than Mary
The rist of the preamble Is this:
yo, iust have to be a little hit bet
cor t1 be worth "A whole lot more
srsck in "A 3.karat diamond cuts
is value in half
Note this: There are - sales
men m the Los Angeles branch OF
b,r motor car company who have
sr. g1lcs of four OF these men is 90
rrr cent higher than the average
,,fcs of the other eight Similar
,ru-cg Apply to Detroit retail ana
ycv York retail, and similar iS
urcs apply to every retail organic
t.o, In tho United Scdtcs, perhaps
which employs half dozen sales
men.
Tragedy Of Human Endcavor'
Are these leaders 60 per cent
more capable than the others. lhes
are not hut they get so per Nthl
more capable than the others. TheN
.re not, hut they get 60 per cent
Greater results. As Omar hhay
Yam says. "A hair perhaps DIVIDES
the false and true ,.,,.o,
The tragedy OF human cnueuNol
ia that there isn't Just little more
endeayor ,,.., ..,
,ork hut usually a little more mot
a little more interest in the Jon' a
InlIe more concentration--an then
come tho ideas.
For instance, salesman oowh
east was put up against hErb sell
ing territory For eighe weeks ne
dldnt get an order but he KEEP
eyerlastingly hut tacuully and dip
lomatlcally after certain hll
owner.
The mill owner bought a car, and
,eyen more prospects were led to
close In three weeks because OF this
mans Judgment In favor or the
kalcsmHn---and his car
The same salesman, n little later, /
needed an extra order to complete
MS record for the month. lie had
cudgclcd bis brain for prospect
Theu he happened 10 hear the boss
read "A paragraph from the morn !
ing paper; MIR So-hnd-So was leit
tlOOOU-sOme fellows are lucky. |
Tho salesman said, why Wouldn !
he be a prospcctR'
lie called on him, but tho man |
wouldn't buy an automobile. The |
average salesman would have NUT 1
right there, but this salesman rea-
soned that some other man who in |
heriled money might be good |
prospect. so he went down TO the /
surroEatcs office and got a Its OF
lucky heirs and from these new
prospects he actually made the
much needed sale.
Prospects on tho Fence.
Very often we find a prospect on
the fence--"between our car And
the competitors car Eventually
he comes over on the side OF the
best salesman-not always the best
car The average salesman loses
the on -the-fence prospect TO the bet
ter salesman becaLse the better
salesman has made closer study
OF the respective merits OF the two
cars or he has previously prepared
himself for Just such an omergenC.,
therefore has more assurance aud
confidence that he can make the
tale,
He has studied He has read
trade papers. He has read cata-
logues
From the flying moments. from
the chance half hours, and from
the evenings spent at home, he has
stored up in his mind facts and In
formation which make him that
much more interesting, that much
more convincing, and that much
more informative 10 the prospect
"on the fence"
The reason why any one OF the
best four In the Los Angeles branch
gets more business than anyone ot
the other four is because he used ny ,
Ing minutes and the spare hours ana \,
the evenings at home. lie ia just
that much more interested In his
Job
Bill Smith, the i2.5O0 man. Is an
avcragc good salesman. He dresses
veil talks well, acts well. has good
habits and he has pretty good
night to be proud OF himself, but
Bill would make up hts mind 10
zee a half dozen new prospects a
day instead OF working along the
lines of least resistance, calling on /
The same old prospects,. Bill would i,
quadruple his efficiency In 80 days, ,
or In so days at the most. sounds ,
unbelievable. doesn't it7
But II can be solved mathematl- |
Aeallv
Bill-in-the-rut works on the same
Old 90 or go prospects. John Brown,
70 per cent better in results, sees
az new prospects every day OF his
BUSINESS life. Six prospects n day
means iS0 prospects In 30 days.
Z Do you wonder that John gets 60
per cent better results? lie has the
ame number OF old prospects that
BIZ works on, and he has $50 new
ones besides. out OF $50 people, II
mathematical fact that out OF
= certain number OF prospects there ]
= one who will buy car In a given I
uneven without salesmanship. /
But II isn't all In the prospects. ,
conn not only calls on new prospects
put John reads "A little more, rea-
%hS little more. and perhaps he
mlnkR "a lot more