El Paso herald. (El Paso, Tex.) 1901-1931, 1920-04-21

idea may be all right under certain
conditions, but as a general rule In
selling goods today that kind Of
Sentiment brings TO my mind the
vision OF lengthy reports with no
orders pinned 10 them-and one good,
clean order is worth all the favorable
reports you can stuff into a No. 10
envelope" said Ray Shelton, president
OF the sslesmanship club Intense
business methods and keen COMPETE
ton call for aEgressiveness as the
first principle Of successful selling
you may get some business from some
people by working along the lines Of
least resistance, but the top notch
ers in the selling game go out with
the idea OF overcoming resistance
not lodging it. In most cases you
have to make a man right-about-
face on your proposition even
though he may need your product
the worst kind and be glad he
bought after the deal is cHosed. You
have TO make him think as you think
about it and pink tea methods don't
80 very far with the average hard
headed business man Where do you
suppose the manufacturers OF type
writers, cash registers and adding
machines would have gotten off If
their men had worked along the lines
OF least resistance in selling these
specialties2 Yet you see these ma
chimes in practically every nook and
corner Of the gl0be-and you can
make up your mind that there was
q lot Of resistance to overcome in
every institution where you see such
devices in use. In selling your line
you are safe in figuring that the de-
mand must be created 10 a very con-
siderable extent by yOu-it's a big
mans job and requires high steam
pressure day IN and day out, but
the reward IS well worth the battle
when you win Going out with your
mind set on working is the most i'm
portant factor in making a success Of
this work. Half hearted effort won't
get you very far in any line Of en-
deavor that pays good money. Easy
jobs are easy to ill and the men
who fill them naturally get small
pay. The day Of soliciting business
and taking orders is a thing Of the
past-it is now a question Of real
craftsmanship. Honest hard work. in
telligent effort and close attention to
business viii win out In this OF any
other line and the success Of our
best men IS the final proof that leaves
no room for argument. Few people
viii buy from you on the basis Of
friendship or brOtherly love alone
it's a cold bloOded proposition where
you have to show them the dollars
own viewpoint and when you reach
that point In your work you viii
find little or no resistance. Complete
and detail Information on your own
product Is a big asset. Logical and
forceful arguments often soak in
much deeper than you realize-many
q prospect is drinking in what you
say and gradually coming around to
see your side OF the proposition when
he viii not permit himself 70 show It
and II you viii just make up your
mind to take a deep breath and bore
right on in again after it seems that
you have done everything humanity
possible without success you will
otter find that extra effort the de-
Gliding factor and final weight that
gets the business The tendency on
the part Of some statesmen to give up
after the first or second siege OF con-
centrated effort loses many a sale that
is three-fOurths made and thus re-
suits in a lot Of wasted energy that
could be capitalized with a little
more determination and persistence.
Moral; You can't hope tOSeat at
the banquet table with the prize
winners if you allow yourself to eat
out Of the hand OF the trade,