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Ad sense Volume 20 ; devoted to the interests of buyers of advertising

Ad sense Volume 20 ; devoted to the interests of buyers of advertising

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This historic book may have numerous typos and missing text. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1906 Excerpt: ...and his increased business will prove the fact. Salesmanship is truly a matter of doing the little things right. It's the old proverb over again, "Take care of the pence and the pounds will take care of themselves." Most of us, however, are ever and ever keeping our eyes on the "dollars" of accomplishment, while through the hole in the pocket of our method is flowing a constant stream of the pennies of neglected little things. And we wonder why we fail! These little things are the fruits of an innate idleness of mind--a disinclination to harken to others or to believe many truths pointed out to us. Success in business is largely a matter of seeing many things through other people's eyes, and then, after analyzing the prospect, of persuading others to view the landscape through spectacles of our own making. A salesman who doesn't know how others view his merchandise might as well hope to successfully plant and garner a crop of corn in the waters of the gulf stream as to plant the seeds of persuasive argument in the minds of a customer with hope of harvest. Persuasive argument must adapt itself to existing and opposing opinions and overcome them by affiliating with them. Others opinions must not be knocked down, but must be courteously greeted and pleasingly led to a seat on the right hand of the throne of our own opinion. A little honor done them means greater honor accorded us. Drops of Ink Many of us view condition through the wrong end of the field glasses. We will very often find that the seemingly difficult problems in the art of selling merchandise come to appear ridiculously simple when we turn the glasses around and look at them through the other end. It is frequently only a matter of the names we give a thing that causes the trou...