66 SELLING LUMBER 



The faculty is, to a large extent, intuitive; or I might better 

 express it by saying that the ability to judge human nature is a 

 species of psychological instinct. 



This is the faculty which will tell you almost what your cus- 

 tomer is thinking about when you are trying to convince him that 

 he should give you the order, and it enables you to anticipate his 

 objections or questions before he has uttered them. This faculty 

 is also the power to determine the truth of any statement which 

 might be made by your doubtful customer; it tells you of your 

 customer's peculiarities, and thus enables you to be on your guard, 

 and not offend. It enables you to recognize honesty and dis- 

 honesty, and to determine the good from the evil in human nature. 

 Psychological power or instinct is a .mental detective, a sort of 

 "Old Sleuth" of our brains, which finds out and tells us things 

 about others in strange, mysterious ways. It, like all detectives, 

 works secretly, and were it not for the information it sometimes 

 gives us about others, we would make serious mistakes. 



The power to judge human nature can be developed and cul- 

 tivated by being observant, and watchful of all those with whom 

 we come in contact ; and it is exceedingly valuable in business, 

 and especially in the art of salesmanship. 



Do you possess these qualities of mind? If so, what per cent? 



Mr. Woodhead : I would rather the audience would pass on 

 that, I believe. 



Mr. Dionne : No. 



Mr. Woodhead : Seventy-five. 



The Chairman : Seventy-five the gentleman wants. 



A Voice: Too high. 



Mr. Woodhead : Well, wait a minute. Some say too high. 

 Speak out ! You can't hurt my feelings. 



Various Voices : Sixty ; about 65 ; 75. 



The Chairman : Seventy-five. 



Co-Operation ^ r * Dionne (reading) : "22. Co-operation." By co-opera- 



Which Means tion I mean team work, team work with your sales manager, team 

 work with your mill, team work with your customers. 



It is by team work that we are enabled to cover distance, 

 to accomplish gigantic tasks, pull the heaviest loads, and by team 

 work we can always make better progress up the rugged, rocky, 

 narrow road of success. 



By team work, co-operation, the burden of the "pull for busi- 

 ness" is more evenly distributed, our tasks are lightened, and we 



