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free so that he could figure and look up data. He pointed out that a salesman like myself might lose a sale because of the delay occasioned by laying the instrument down while looking up some figures or information. This all sounded reasonable enough but the clincher was this—he got so excited while he was telling his story. He was actually worried about my possibly losing orders.
THE REAL-SILK SALESMAN
One of the finest salesmen I ever met sold Real-Silk products. We became well acquainted and often talked about salesmanship. He taught me many things, but the main one was this—
He said, "I really love the things I sell. I wear them myself. When I tell a man about them, I let myself go and enthuse about the marvelous quality, beauty, and economy of my Real-Silk sox, shirts, and other items. When I talk to a woman, I do the same thing and tell her how wonderful she'll look if she wears Real-Silk brand clothes."
I asked him how he could stand being turned down as often as he must be every day.
He replied, "That doesn't worry me a bit. I know I'm just that much closer to my next sale. Part of my job is getting the turn-downs over with as soon as possible, since they are unavoidable. I'm almost glad when I have one, since that one's out of the way. I do my best to make a sale every time I unpack my case, and so I have no fear. My percentage of sales to calls is practically constant, month in and month out. So why should I fret if I have a long string of turn-downs. I know that sooner or later I'll have a long string of sales to make up for it."
WHAT ABOUT APTITUDE?
Many a salesman has read books like this, heard speeches about selling, and wondered if he was really cut out for sales-
6 MASTER SALESMEN ARE MEN OF SPIRIT
manship in the first place. That's a sensible question to ask, too. Selling takes natural aptitudes just the same as any other great art, because selling is really an art. Nevertheless many of the greatest salesmen we know weren't so promising at first.
THE YOUNG PREACHER'S VISION
One day a famous minister was driving through the country on a Sunday morning. At church time he was in a little country town and decided to stop and attend church services. The young preacher was so obviously unfitted for the ministry that the older man was embarrassed for him. At the conclusion of the services he tried to slip away without meeting the young man. But he had recognized the eminent minister and rushed out to greet him.
He asked the older man what he thought of the sermon.
The famous church leader asked, "Just why did you decide to go into the ministry?"
The young man replied, "I was working on my father's farm one day in the field and suddenly in the sky I saw two great letters, "P" and "C," in bright light appear in the sky. I knew what they meant too. They meant 'Preach Christ.' "
The old man thought a minute and then said, "No son, you didn't interpret your vision correctly. They meant 'Plow Corn.'"
So the moral to this story is obvious. It's important that we work in a field for which we are fitted.
ADVICE FOR ANOTHER YOUNG PREACHER
A young minister went to see an eminent clergyman who had a national reputation for filling his church every Sunday and for being one of the most inspiring speakers in the country.
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