TABLE OF CONTENTS

An Objection No Reflection on the Salesman. By Dick Oliver    124

CHAPTER VI
MEETING COMPETITION

Backfire of Knocking. By W. J. Olive    125

A Friend in the Business. By John H. Marsching    125

Competitive Solicitation. By Charles W. Scovel   125

The "Actuarial" Salesman. By Stewart Anderson    126

Honest Man Has Few Competitors. By S. J. Rosenblatt 127

Must You Tear Down Houses? By Homer J. Hale    128

Salesman Personifies the Company. By E. J. Dunn    129

Arguing Against Estimated Dividends. By Harold Pearce 129

Doesn't Know Competitor's Weak Points. By A. Gordon

Ramsay    130

Forget All But Your Own Wares. By E. B. Houghton    131

Intelligent Competition. By Charles W. Scovel    132

No Competition in 90% of the Cases. By Paul M. Ray    132

Honorable Competition: By J. E. Matthews    133

CHAPTER VII

CLOSING

Mechanics of the Close. By C. J. Rockwell    135

Taking "Yes" for Granted. By L. C. Klein    135

Additional Policy. By B. R. Plotts    136

Let the Prospect Have It. By Oliver Thurman    136

Draw on Your Reserve Power. By Charles L. Sykes    137

"Please Give Me Your Check." By Stewart Anderson    137

Workingman's Family. By R. M. Westheimer    138

Request the Prospect to Tear Up the Application. By

H. L. B. Skinner    138

When Not to Look Him in the Eye. By C. A. Shaw    139

Strategy in Closing. By George A. Rathbun    139

Never Say, "Sign Here." By T. P. Regan    140

Closing at First Interview. By Parke N. Musser    140

The Affirmative Mood. By L. F. Henderson    142

The Third Period. By B. F. Fine    143

Convincing Ring Comes from Mental Attitude. By R. P.

Burns    143

When "No" Closes a Case. By J. J. B   143
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