SALES METHODS

not, we are trying to close men whom we have never seen before. Just as we try to size up a prospect, he is trying to judge us, and upon his judgment depends our success and the success of the company. All he sees is the representative. The merchant spends hundreds of dollars for fixtures, furnishings, etc., to properly display his merchandise. You prefer to do business with the successful merchant in a neat, up-to-date store. The man's personality is conveyed to you in the manner in which he conducts his business.

To measure up to the fullest extent of success, a man must be keen intellectually. If you have worries don't carry them around with you. It shows in your face, hinders your work and clouds your personality. Gloom is contagious. If you disseminate gloom, the prospect doesn't know why, but your proposition doesn't interest him. Be sincere. That does not mean be artificial. Smile no matter how painful. It becomes a habit and makes the hardest case easier. Take an interest in your work. Keep posted on your own job—that is only another way of making the job take an interest in you. The habit of industrious thinking makes things easier. Some real thought of the prospect and his problems and his uses for your goods, makes them come easier. You are interested in the man, his work, family, etc., naturally he is interested in you and your work. Mutual interest spells success. It is not the loss of sleep nights, but sleeping in the day time that makes the job hard.

Driving Away Fear and Worry. By Charles R. Posey.

There is no tonic, there is no teaching, there is no driving force, which in any way approximates the realization on the part of the man that he will be what he wants hard enough to be and that as a matter of fact he is today what he really wanted to be, and that no hereditary trait, no tendency gained from environment or education, or the lack of environment or education, but that can be overcome by his will, and that if he honestly, earnestly tries to give the better part of himself a chance, that that bigger, better and nobler side will predominate over all indifferent tendencies and shortcomings. I will say in passing that I would infinitely prefer to treat with men who have overcome, men who have had some big thing which they have conquered,

32