Show of f NOW TO 10 vrn VAN mad uala mv there ha has s come across my desk a letter ietter r from a man in england which illustrates Ilu liu strates a point ive made enany times in this column ho how to turn a non buyer into a buyer the man who has as written me the letter is jon jolln F harvey leicester england he was a pilot for six years in the fleet air army and was pretty experienced he hadl hadi had tackled some hard problems j when the war vas was over he was married and in no time at all was a poppa but fiut he want to go bacic back into his old work as engineer so took a job as commercial traveler as its called in Engl engi england ancl he thought all the experience peri ence hed haci had that he would be able to sell without any trouble at all but he make sales and jle lie ic know why he was a forceful talker and he had a good goad project to shout short about there was a uyer ulyer for a large stor store 6 named harris whom he wanted to sell to and he tried every way under the sun to win him over but the man would not bu buy john f P harvey offered him special inducements but no sales this man wa a table tennis nut he lie want to talk about anything else in fact he was secretary of the county table tennis tearl mr air harvey like table tennis and he told this man he not ory orlly that but he pooh it and called it ping pong which put the other man into a leep jeep deep freeze then one dayan dak day an idea sudden ly flashed over ove him why not talk to the other man in terms of his own awn i interest nt erest he then got a book on oil tabie fable tennis and began to read the table tennis news in the local papers the more he read fc ile more interested he became alfter after all there was something fo to this game B by y no novy w he knew inow qu quite ite a bit about the this y when he went to see sec S ce the buyer instead of scorning anin g tenn tenh g h he e as asked aswed k e d th the e man to tell hi hj how his team was doing th man stared but lie he began I 1 to ajic and when he san saw sav that mr air if karvey a arvey had a real interest he expanded he got up and showed shower trick shots and told what his team could accomplish where boe one man was weak and another was tvs good mr air harvey was interested the game ame was ing shortly thereafter the man placed an order and on top of this tins mr nir harvy took up tabie table tennis ennis other orders followed I 1 mr harvey now thinks tahle table tennis tennin bout bont the finif finest 4 ga I 1 w in I 1 the world and the tin two men play together ther and dnn luthr lyt hr ir and are groat kroat friends |