SALES METHODS

ing when some one of our men begins to talk of an office and a roll-top desk, for I know that we will soon be parting from a dear friend. His early loss is certain and sure.

Not all the offices, advertising schemes, buttons, prizes, bill-posting and literature obtainable, can produce the results that come from the plan of operation, which might be entitled "So Many Calls for a Day's Work," and steadily continued, day after day, putting in the same amount of energy and time that would be required if engaged on a wage basis in any other line. Like salvation, it is the only plan under Heaven whereby an insurance salesman can be saved, and moreover, it is pleasant work when success comes with it. I sometimes wonder if the successful men among the field men realize how often the home office people envy them their ability and results.

Setting Up Exercises in Salesmanship. By Stewart Anderson.

There is nothing like variety to make and keep a man's mind pliable and adaptive, qualities valuable in salesmanship. For this reason it pays the agent to tackle occasionally the unremunerative case in which he will need pleas and arguments and personality elements that are not called forth in the type of case which perhaps he makes his specialty. Wrestling with the petty and the unusual develops patience, poise and readiness, qualities not al-ways drawn upon when canvassing the big, acquiescing man, but for which there may suddenly come a need in such a case. The athlete does not confine himself to a single exercise, nor the musician to one exercise; the mental athlete and artist should be equally all-round in his "setting-up exercises."

Selling Yourself, Your Company and Your Goods. By C. L. Minshall.

In order to sell life insurance successfully, the first thing necessary is to sell yourself, not life insurance. But sell yourself, your work, your company, your plan, and the policy that you are going to sell the other fellow, and sell yourself so completely, that even an insinuation from any one that you were wrong on any one of the above points that you would be ready to actually fight if it becomes necessary, then you are prepared to sell life insurance successfully.

34