Show METHODS I OF ETTIN TRADE Two Past Masters at Art Talk to Novices in Y M. M C. C A. A Course ENTHUSIASM THE DYNAMO Know Your Goods Dont Don't Waste I Time Tinie but First Find a aJ ai i Customer J Two representatives of ot specialty addressed au an Interested gathering of or salesmen at the Y 31 M. 1 C. C A. A e nesda night night They were Oscar Sorensen o of the Burroughs A Adding Machine Ma Ma- ra- ra I dime chine company an and Ure ard D. D Sinclair I of the tho Scientific American New w York I GUy Both approached their subject I I from fran the tho standpoint of or the tho promoter 01 el II solicitor who must st li-st find the customer customer cus cus- tomer before selling his Roods goods which the they declare Is tho most difficult field elt elto o of f salesmanship Mr h. h Sorensen demonstrated his ta talk with a specimen sale llo for which purpose be wih had on hand ham the latest model of oC the adding machine In the course courso COUSO of his remarks he lie made mado the tho point that he lie beleI be- be 1 so thoroughly hl In his article that le I he was waa sure It I would sell sel Itself seU If IC customers customers cus cus- tomei-s tomei could coult but see its is workings But I. I to get St thorn theta thol to Lo look 1001 at uL your pour ur article and let you ou explain Its Is value Is of or course couise the tho function of or the sales sales- man lEaving Once secured an appointment appoint appoint- mont ment with Rb wih your pro prospective o customer u do o not waste his or her lioi valuable time with remarks about the weather but hut hive drive 11 0 rl right hl to your our business busIness Bo no sure that cyer every statement that you ou make can car bw bo backed up by b the goods You must show your our customer the thc value of or your Jour goods n a Conflict Mr Sinclair took topic Some Seine 0 1 P tImings things which have ha helped helper me sell sel Bel goods tie Me set up as his first tnt essential essential essen ossen- tal and amid Inclusive qualification for tor successful suc sue c salesmanship the rule rulo Dominate Domin ate ato the other man juan Ho lie continued Salesmanship is a conflict t. t You must conquer or be le conquered If 1 you ou are arc conquered a few feo times Umes too often ofen tIme the house will wil not need aced our service In order or er to dominate and conquer yot yOu mu must l have good health Pe Fool Feel 1 good BolT Boil with every minute or you ou lose or e enthusiasm m for the tIme goods you ou handle mud and for prospects In iii II general I J dont don't believe believe- a wor word of or tho the report that we weare arc are on tho the n verge erge of oC financial depression It Is all al according to lu my may ob observations oh- oh I over or o tho the country countr A AnSI And 11 my faith ralth ser In tho the continued prosperity of or the country y hop helps me inc to sell goods If r the tho customer with wih a dyspeptic view of life conquered me of or course courso I 1 could coul not nol convince him that he could use UHe my goods good s. s You must know more mor about the tIme article ar ar- ar- ar tide you OU are arc selling than the customer by 1000 per cent You must impress your customer with the fact that you ou know your our article without seeming scorning egotistical Your customer expects you to know klIO nem Remember that enthusiasm I is tho the dynamo namo of or salesmanship but tut t I remember also that the tIme difference between th dub an and the master mastor Is character and mind andIn In Intelligence I |