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Master Salesmen Are Men of Spirit

If fifty leading artists were to paint a picture of the Grand Canyon every one would be different. Some would be dark and grim. Others would depict the lighter hues. No doubt a few would be realistic and beauti­ful. Others would be impressionistic and hard to understand. But they would all reflect the personalities and ideas of their creators.

So it is with master salesmen. Each has his own way of persuading men to buy. One may be suave and adroit. Another will be direct to the point of being overbearing. Most success­ful salesmen are polite and courteous, and yet others are almost insulting.

How can such different types all be successful? What's the answer? It's probably that each one gravitates to his own kind. His "wave length" synchronizes with the prospects he selects. At any sales convention it is interesting to observe the various personalities and characters of the leaders. No doubt if their

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4                     MASTER SALESMEN ARE MEN OF SPIRIT

customers were assembled, they would be of the same types as the men who sold them.

SOME CHARACTERISTICS ARE COMMON TO THE LEADERS

Although so different, yet supersalesmen have certain traits in common. The most apparent is this—they are all men of spirit. They intensely want to make sales. They can get hot —literally. They are alive. When they talk to a prospective buyer he feels their enthusiasm and responds to it. They never give up as long as there's the ghost of a show to make a sale.

They aren't afraid to ask for the order. They aren't intimi­dated by the tough prospects who try to discourage them.

One of the best salesmen in the candy industry has raised his company from a little local enterprise to one of national standing. True, he has a good product to sell, and plenty of good help. But he is the spark-plug and mainspring. He is a perfect example of the supersalesman just described. He's confident without being chesty. He's poised and sure without being overbearing. He's a lot of fun, but always is driving for the order. He isn't afraid to call on new prospects—in fact that might well be the greatest single secret of his success. The lifeblood of a business is the NEW blood in the form of new customers.

CHRYSLER SAID SALESMEN MUST GET EXCITED

Many think of Walter Chrysler as the miracle man of the automobile business. His story reads like a novel and most of us are familiar with it. One of his greatest assets was his ability to fire up his dealers and salesmen. He often made the state­ment that being enthusiastic wasn't enough—his men had to get excited.

A salesman came into my office with a gadget to attach to a phone so that it could be rested on one's shoulder while talking. He explained that in this way a man's hands would be


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