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SELLING LUMBER 



go slow. If you yourself are of a slow temperament, you prac- 

 tice. I would take a paragraph; I would write out my selling 

 talk, of course, what I am going to say about that particular lum- 

 ber, and then I would practice it, so that when I have a man with 

 a quick temperament I can get it off fast and sometimes I talk 

 at the rate of 200 words a minute. That is what the stenograph- 

 ers tell me. If you have it so you can rattle it off it will please 

 the quick man, because he understands it better. A slow man 

 wants you to go slow, and he feels at home with you, and he 

 likes you because he catches your idea. Now you try that. If 

 you try to go fast with a slow temperament you will lose some sales. 

 If you talk slow to a fast man, you may lose some sales. I talk 

 fast to the fast and slow to the slow, and you can do it, too. Just 

 remember it when you begin the sale, after the approach, and 

 you begin to make the sale and get in the selling points on the 

 goods. Take the pace that the customer has set. 



Now when it comes to types I can only say a few r words. If 

 you can handle types you certainly will enjoy the art of selling. 

 . There are three things thinking, feeling and willing; that is all 

 a man's mind does ; it thinks, feels and wills. To think is to 

 compare two thoughts, to get a conclusion of their value. To 

 feel is to hate or love, and to will is to decide to do; that is the 

 executive idea. Now suppose a man is long on thought but short 

 on will ; that is the intellectual chap ; that fellow loves to think, 

 lives on thoughts. Suppose a man is short on thought but long 

 on feeling; that is the man that loves to feel, to get his emotions 

 stirred up. He likes a good case of hate, too. Then the man 

 of will ; he is the executive man, the commander. 



Now I will show you how to spot those types. The one al- 

 ways present, unexceptional characteristic and sign of the intel- 

 | lectual man is the inclination of the head. He will never have 

 his head, or very seldom, squarely on his shoulders. He stands 

 with his head on the incline, usually right or left, a little bit, 

 and usually forward, so (illustrating), because he, being intel- 



Dealing With ] ec tual, is balancing what you say to him in his own mind, and 

 the Intellect- J J , . . 



naturally your head, when you are balancing something, takes the 



position of balance; not square, but balanced. Now then you 

 can mark that down as an index of the intellectual caliber. If 

 it is a seated interview he probably has his eyes front, fixed on 

 nothing; he is introspecting your statements; he is trying to see 

 how true they are, whether you mean what you say or your data 



The Three 

 Types of 

 Men You 

 Deal With 



ual Type 



