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Show J Awltoi" 0 "How to Win Friends and Influence People." LEARN FROM OTHERS A young salesman of scouring soap was given a new territory. He was delighted ; he was on his toes ; L was determined to make the home office sit up and nav attention. He was so confident of himself that he Luured them that he was going to make a sale to the ft customer he tried! You've heard of that salesman. His name has gone around the world. Today his company is the biggest advertiser of a single product in the United States. His name? William Wrigley, Jr. Yes, the founder of the chewing gum interests. There was a whole houseful of Wrigleys, and he was the oldest of nine children. He didn't receive much in the way of education only as far as senior class in high school for he had to earn money for the younger Wrigleys to wriggle along. First, he got a 'job in a factory at $1.50 a week. But he believed he had selling ability, and he set about to find out He selected for his first customer a man he knew nothing about. He didn't know it then, but that man was famous as being the toughest nut in town to crack. He has dyspepsia and a perpetual per-petual grouch; he was so short-tempered that some of the soap salesmen would not even call on him. As Wrigley arrived, another salesman was leaving leav-ing hurriedly, the short-tempered man "bawling" him out as he scurried away. He laid his cold and glassy eye on young Wrigley. "What do you want, young man?" He eyed the sample sam-ple case. "I want to see you." . . "What about?" "Scouring soap. I have a brand of soap I think will increase your business." The sourpuss turned loose. He said he had no use for a salesman who started a sales talk in such an asinine way. He berated young Wrigley up and down. "I wouldn't put a cake of your soap on my shelf if it was the only soap in the world !" -he finished. Wrigley did some quick thinking. He said : "This is the first sale I ever tried to make. I wonder if you would be good enough to give me some pointers on selling. You have heard lots of salesmen and you know the kind of talk that has the most appeal." "Huh?" Young Wrigley repeated his request. The man softened. "Well, I might give you a point or two," he said gruffly. A point or two! He gave him a dozen. He talked for fifteen minutes. He neglected customers to talk to the young man who was drinking in his every word with rapt and respectful attention. Wrigley guided him into extolling the virtues of his own scouring soap. When he left he had a six months' order! He had made a sale to his first customer! He had accomplished it by admitting his inexperience ! and by appealing to the other man's desire for a feeling feel-ing of importance. The next time you are rebuffed hy a cross-patch prospect, think of how William Wrigley, Jr., handled the same situation. |