168 



The Florists^ Review 



Ai'Bii. 21, 11)21 



MORE ABOUT 



I — jesse P.KING. -^^ ptoRisT 



There he is. looking at one of his own "mums. 

 It you know Mr. Kins at all, you know he 

 did a lot of his loolciiiu aftc)' them, months 

 before they were worth lookin(j <(t. 

 Which, have a notion, has a little something 

 to do with their later being so goodly to 

 look at. 



If we. up here at the office, never saw one of 

 his "mums, we could come pretty close to 

 telling you the quality he grows. Suspect 

 that the way he goes about buying his 

 greenhouses is the way he goes about grow 

 ing whatever he grows. 



Its a lot of genuine satisfaction to sell a man 

 who virtually sells liimself. 

 It's a lot harder than selling a man who will 

 hi H.s- sell him. 



Harder, because he goes about it carefully, 

 step by step, and sees to it that he fully un- 

 derstands every detail, and its purpose. 

 When you are through talking, he has just 

 begun to get started. 



He didn't put his^name on the doited line 

 that first day he talked with us. 

 Or the next, either. 



He went back to Mount Airy, and got out a 

 perfectly good knife, sharpened his pencil 

 with it, and did some figuring. Then he did 

 some comparing of the houses he has, with 

 the houses we wanted to sell him. 



We called him up on the 'phone, but he was 



still figuring. 



Then, one day, along comes the order, and 

 our salesman threw out his chest, as if he 

 had sold him. 



But he hadn't. 



Jesse P. King first sold our construction to 

 himself. 



Then he sold our houses to himself. 

 But, before he started doing any selling to 

 himself, he was first thoroughly sold on our 

 Company being the kind of concern he 

 wanted to do business with. 



Not a half bad way to go about buying 

 houses, wouldn't you say? 



You know, we go anywhere to talk green- 

 houses. 



You can sell one to yourself any time any- 

 where you are. 



HitcKin2;;s;^ Companv^ 



NEW YORK 

 lOl Park Avenue 



Home Office and Factory, 

 ELIZABETH, N. J, 



BOSTON -9 



294 Washington St. 



WF^ 



wmmimmmmmummmmmmmmMm^mmmmmm^ \ 



