|
other universities too, and the phrase "I'd die for dear old Rutgers" has become a classic. "Homecoming" each year is a red-letter day all over the United States in hundreds of colleges. The pride the old grads have in their university is only matched by that of the undergraduates who root for their team to win.
But in every school there are students who are sour and disgruntled. To them, everything about the place is wrong—the professors are old mossbacks, the buildings are out-of-date, and the so-called "college spirit" is one big joke. For them college life is a waste of time.
It's the same way with the professors. During my boyhood and college days my father was President of Drake University. I recall very vividly his problems with some of the professors who were always making trouble. They felt they were abused and that the other departments were being favored. As a result they were most unhappy and consequently, very poor instructors.
The top professors were entirely different. They were happy, full of enthusiasm and were wonderful inspirations to the young men and women in their classes.
What was the big difference between the "sour-pusses" and the happy students and professors? It was mostly that those who enjoyed life so much were proud of their college and giving of themselves. They loved their work and their school and would do battle with anyone who cast any reflections on it. The others sat on the side-lines and criticized.
BUSINESS ORGANIZATIONS ARE LIKE COLLEGES
Colleges and business organizations both strive to build a winning spirit. They thrive on optimistic enthusiasm and shrivel up and die under pessimism and apathy. The men who are proud of their institutions fight to help them and are successful and happy.
242 BE PROUD OF THE COMPANY YOU WORK FOR
MOST COMPANIES DESERVE PRIDE
Most organizations in all lines of industry conscientiously try to do the right thing by their customers, prospects, and employees. For example, in the life insurance world there are about fifteen hundred companies. A few try to instill in the minds of their salesmen the thought that they are the best. They go all out at their conventions, meetings, and in their literature to foster this attitude. But most insurance men recognize and concede there are many fine companies. The old cutthroat days are a thing of the past. Practically every company is worthy of the confidence and pride of the men who represent it.
HOW ABOUT COMPETITORS?
Pride in one's company doesn't mean that a salesman can't have a healthy respect for his competitors. But it does mean that his own company is his "first love." Every organization has its own personality and character just as men do.
A salesman is far stronger if he's proud of his company and therefore isn't plagued by doubts and fears when a competitor shows up. A good salesman knows that the best way to meet competition is to avoid it. He can say, "Sure, the ABC Company is a fine organization, but let me show you how our plan works." Then by going right ahead, the competing company is usually forgotten.
New salesmen are much more likely to be disturbed by competition than the old heads. They take it seriously when the prospect says he wants to shop around, or that he's heard that the XYZ Company has a better deal. It's hard for them to believe that it's possible to ignore such remarks.
BE PROUD OF THE COMPANY YOU WORK FOR 243
HOW A MASTER SALESMAN HANDLES COMPETITION
One of the great salesmen of the United States represents an excellent company, although not as well known as many others.
|