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Show - K - jt --J I 1 vi ft P S , HIRAM . . . - : UGHTFOOT, Who lives town, is one of those supersalesmen. a DEALER i" 1 - UxXau&mjCL I YOUR fa. . S s M DM factory which sells its products all over theworld, and he's in demand as a public speakera kind of Dale Carnegie of the hucksters. That's why Hiram turned pale the other day when a young lif insurance salesman came into his office and said, "Hello there, uh, Mr. Lightf oot. I don't want to buy any insurance suppose-yo- u from me, do you?" "Certainly not," said Hiram. Then he C IN Hg sales manager for reflected. "Listen here, boy," he continued, "youlTneyer seu anytning wiUTa" pitch like thaToneT You've" got a lot to learn about psychology. You don't know the first thing about selling or promotion of your product or how to close a deal." The young man sat down hesitantly on M a"chalintra eagerly as Hiram demonstrated how insurance ought to be sold, pointed out the secrets of success in the market place, and recounted his own experiences in his aggressive career. "I'll tell you what I'll do, boy," Hiram concluded. "I'm going to buy one of your policies just JtoJNlp ..you jmt I don't really neepV it, but I think it may give you the impetus to get started on the right foot." The boy was jubilant Clumsily he jerked a policy out of his shiny briefcase, and Hiram helped him fill it out. ."Now," said Hiram. "Don't you feel ha nit litiii uuihk : II I M 1 1 .71 ii better?" IS B B v - I s s m .'v:1 mm 5 Jj S wt 3 Mi - ' :; ; . --- -j- U qI Tho Dest of Patty Johnson Sixty of the 'ways of Patty best-love- d Johnson now are available in an attrac. Ji:- . sis rcioAssina siaion roa S you oids::o:iie deauts vaiue.rated used car siLEaioni r, "Gee, sir, "iHow can I ever thank you?" "" "That's easy," Hiram said. "Just use the kind of approach I've showed you every - time you go, put to try and ;ell - a - -policy." The boy. got as far as the door to I Hiram's, office .before he spoke,Then he. looked over his shoulder at Hiram andi smiled a littIesmileT "Oh, I always do, sir," he said softly. "Except when I'm selling insurance to saies managers, -, a- 1 J I sureoJw"reViieTthe"&"" ; - ' tive book. For copies, please send $1.50 each, postpaid, to Family Weekly Books, ids Micntgan Ave., unicago i, uu Family Weekly, March 3. 1K3 |