PREPARATION OF TIIE SALESMAN

cumstances of the individual and his attitude toward insurance. rt naturally follows then that there are certain preliminary steps, that must be taken before arriving at the point when we can show

.our proposition, which vary with each prospect but all of which lead to the same end, namely, getting his name on the dotted line.

Remember, all men reason alike, but different men reason from different motives. What then is each prospect's vulnerable point? Why are you going to present your proposition to him? What particular need is it going to fill in his case? Unless these questions can be answered by you before you see your case, you are not in a position to effectively present your proposition to him and your sales talk must necessarily be of a very general character and you must depend upon the interview bringing out the de-tails, which yould ordinarily induce your man to buy.

In order to answer these questions it is necessary to ascertain something of the man's financial status, the amount of insurance aiready carried, his importance in the organization of which he is a part or to the enterprise in which he is engaged, and such other information as can be secured. With this information at hand you are equipped to offer logical reasons why your commodity not only has a place in his daily life, but that it is a necessity there. With this information you are qualified to recommend the proper contract to meet his needs and the proper amount to fulfill his aims.

Without the meager preparation given in the foregoing, your canvass must be a cold canvass and a cold canvass is a wild canvass. While a cold canvass has its place, it should not be necessary for a salesman working a definite territory ever to make a cold canvass. Though you have never met your man personally, you should know him well through public records, newspapers, observation, hearsay, old members and your daily contact with men.

This is partially what is meant by preparing for the interview. Try it and see if it is not profitable.

Right Mental Attitude. By Willard K. Bush.

I believe that every salesman should take a few minutes each morning to organize himself. In addition to making up his route for the day, it will pay him to get into the proper mental attitude

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