Year: 1878

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"lt is O very common remark that
good salosmeu are born, not made
l believe it is true, But it does not
mean that man is born good
salesman ; only that what makes
him efficient in that line is born in
him. There are peculiarly natural
qualities needed to make good
salesman, and il a mau does not
have these he had better turn his ~
tention to some other branch, for he
cannot succeed here. Yet two men
who arc equally good statesmen, may
be almost totally unlike almost,
mind you they must be good judg
es of human nature. How shall you
become II good judge OF human ma
ture You might as we'll ask me
why the violets arc blue / cannot
tell you


You need TO know human nature
because you must please the person
with whom you are talking must
make pleasant impression on him.
We do not trade with u disagreea-
bio person unless We arc obliged
to-; we often buy articles we dill not
expect to purchase just because the
man who waited on us was pleasant.
Every good salesman is one who
does just this: he makes himself a.
grooable to Tho person 10 is waiting
upon, so that If 10 dceG not sell him
more THAI b. intended to Euy, he
se.!a hin all he expected 70 purchase
and sends hin away With pleasant
Impression Of lie salesman. ID
not misconsirus my phrase. make
himself cgr9eaElo !, perhaps you
have oeen making yourself agreeable
to somo young lady, and think the
same tactics you uGed with her are
TO be brought into play in the store
You could not make greater mis-
take.


"When person enters the store
he o. she should be met with respect.
fu. politoness not the pigeon-wing
flourish you make in the ballroom
when the prompter calls salute part
nero. but salution that di9uities
the person You address. Don t chip
per in like q parrot With, What eau
l show you a. or What is il, sir Us
if you wanted him to push forward
his business "a rapidly as possible.
Bs ir ~ much hurry as you please
yoursel, but never hurry your cus-
toner, unless you are cure he or size
will bear it. Do not volunteer ad-
vice about what they shal! buy il
you have what they ask for. get il
for them, and whilo you arc getting
it, il you have something that is AS
good for less money, or bet.or for
the same money, mention it, aud tell
Of its merits, and people will give
you a bsttor hearing il they see you
have the thing they asked for il
they did not see this they would
think you were ont Of it aud were
trying to get them to decide on
something else just because you
could not give them the article they
wanted,


"Never joke unless you are sure
Of your customer never volunteer
a remark unless you ara sure the
customer will be pleased. Men oft.
en- pass for being wise simply be-
cause they keep their lips closed and
many merchants get rich by keeping
silent. II you volunteer remark
bear in mind that what You ere aim
ing at ia not to show your own
emar.ness or brillisncy, but to please
your customer, and let everything
you say have this end in view. Don't
get into any argument OF any kind
or on any subject in your store |;
every customer has right to his
opinions. and il you cannot agree
with him iu all he says You will tiud
something in his views or creed that
you can agree with, aud you can
make the mcst Of that. What u pity
that this spirit cannot be carried
with us out OF cur stores, md that
eaoh of us does not 60 through life
searching for that upon which we
might ell agree rather than quarrel
end bioker over little points Of dit
ference. --Estract from son the
Road 10 Riches"