,x^r the: ^ 



STEPPING STONES i^ 



TO SELLING SUCCESS 



Siic(<ss in s<lliii(i is lh( h((cl,l>/iti( of Inisiiifss. I Ik (/roifi r, i('lii)h suh r, 



(()Hnni^si(jll IIXIII, (Ic, till (lit <ll jK H(l( III OH lll( SO 1 1 S IIKIII sIll / ) (if lli< iiloihr. 



As lliis atlroiuu s, so lln lro<l< <is o u'lioh , as ir(ll os lln iiohrid mil . od ro in ( s. 

 So tin sob siiKiii h(li>s iiion llniii Iniusilj hi; <i<l(lili<i lo Ins nlnlili/. 



eallcil s;il('snu'ii wiio mic 

 only order clerks. They 

 tiike oideis that are 

 i;i\('n. witliout any elToil 

 on tlieii' ])art. Tlie iii-' 

 tonier maizes liis own sc 

 lei-tion, anil the oiiler 

 ( lerk writes it down. 

 Sometimes th(^ i-ustomei- 

 ;ji\es the order liy teie]>lione ami some 

 limes in )ierson. Idit in either e\cnt the 

 ■ lerk is iner(dy a niedinm in transfer 

 :iu<x the order to the lio(d\s ot' the ion 

 rrii, and i-reates no interest in the 

 ^oods or tlie tirm lie icpresents. .\ 

 ^reat many totalled salesmen are ol' 

 'his (dass, and if they are with a |io|pii 

 ir concern, th(\\' ]iride themscdxcs on 

 • einj^ sah^smen. wlu^n tliev ha\(' yet to 

 irarn the' ti;'<t |iiinci|iles ul' sidiiiiL;. 



A Definition. 



.\ salesman, as I detine him, i> a 

 jcrscdi who create- an inteiest in the 

 ■joods lie ha-~ to otVer ;Mid in the con 

 ■cm whi(di he re|ire 

 -'cnts; \viio -(dls ^ood- 

 I'Ccaiise the person l>u\ - 

 in^ lelics on his state- 

 ments conceininy thein 

 ■ ml ^oes ;iway satisfied 

 lliat he has heen ;ic- 

 orded courteous, lion 

 <-\ and fair Tieatment; 

 »v ho makes ;i friend and 

 ('crmanent niNtomer for 

 llie house and acts a-^ 

 I ma^^net in diiiwini; 

 iiade; who, even if he 

 hies not mak<> a sale, 

 h'avos a l;i-tin;^ im 

 Jiression on the mind 

 'f tlie, |.er-on i-nllin;;. 

 ^Vith this . iiidc delini 

 'i"'i of .1 -.alesman, 

 ^\h;it are the )iece->ar\ 

 iftril.ntes.' 



Me must lie ol' neat 

 '"id ]ile:isin^;' ajipear 

 ■''I'e. He should lie 

 Well dressod — not e\ 

 I'cnsiM'ly dressed. Imt 

 ''•'•ve clean, tieat clothes, 

 ^le should keep his per- 

 -011 clean; water and 

 ^"•■ip are idiea]) and ef 

 ■fective for this imrjiose. 

 His }i;ii,- should he in 

 '"'ler. Tie sJMniJd not 

 -iii'du' during- luisincss 

 1' ">" 1-^. Hi s lireath 

 diould never l.e tainted 

 *^'th tohacco (ir liipior 

 fniiif^^ during the hours 



I A |i;i|iii' III! ■■'Ilii' S.I li-iii,ni." riMil li\ S. H. 

 ll.\silli;iT. sr.irl.ir\ o| llnhll .V ()l-^i.ll. jiM-., SI. 

 I'.iiil, Minn., hcliiii- llii- SI. I'iiiii I'liiii-ls' riiili.l 



that lie is eii;i:i;;ed in waiting; on tr.ade. 



lie should a|iplii;i( h his customer in 

 a pleasing m.-iniK'i, I'irst impressions 

 ;ire often lasting ones, :iiid a saiesm.'in 

 will alw.-iys ende;i\or to have them 

 ^ood ones. If von enter a place of 

 liusiness iind .are met liv ,'i iderk in a 

 hurried, say it (piiid\ oi' never m;iiiiier, 

 Vdil will fe(d like its lieiny never. ( )ii 

 the other hand, if a c lei k waits t'or yon 

 to .approach him, without :i nod of rec 

 omiition, you feid th.-it you are liidn;: 

 snuiihed. There is the ipiiet w;iv, that 

 su;i;;<'sts neither hurry nor i mat tent ion. 

 lint siiows a ;;ent lemanly, deferentkal 

 attention to vmi and your w;iiits, whic h 

 is the one must pcoiijc like. 



No matter how liu-~v .'i salesman i- 

 on tlie floor, he should alwiiys h.avc 

 time to talk to e;ic h and every cu- 

 tomer he appioachi's. in .a |ile;isant and 

 intelliijent manner, a n-w cri im,.; all ones 



S. D. Dysinger. 



lions and Liivinn' all possilde ;ittenti<in 

 until the sale is made. 



.\s V ou approach a rustomer you 

 must uiiroiisciously t'orm some ojiinion 

 of that person, and intuitively le.arn 

 what to say ;ind when to say it. No 

 two |ieisons are just .alil^c. The eye, 

 the iii(linalion of the head, the air as 

 you approach, the sjieech, ;ill must In; 

 studied, and. in your mind's eve, you 

 must (|ui<d\ly form some opinion of 

 vdiir customer, his likes and dislilces, 

 ;iiid l;ov em yoursidt' .aecoid i UL;ly. .\fter 

 voiii- customer has made his lirst pur- 



eli;|se. the ire will iie 1 1 Id k e n I'or flir- 



tliei ac()uaiiit aiici', ;iiid yon ran stud.v 

 the individu.al likes ;ind dislikes of 

 voiir p.atron. 



Cultivate Confidence. 



\i>\{ should ever he on the alert to 

 please voiir customer and sni,'^est his 

 tivillii' sonndhillL:' else. i;iiilea\or to 

 est.alilish a lioml ol' intimacy tietween 

 vdu. so th.at he will ridv on your .ind^- 

 meiit a'ld have eonfidenee in \du. When 



villi iiliee ;;et a i-llstom- 

 e r " s lomplet e con ti- 

 deliee, you Heed Iiot 



t'onr losiii',^- his trade. 

 A lar;^e pioport ion of 



the peiiple vvl liter a 



lloiist 's esta Id ish meat to 

 liiiv. do not know e.\;ii-t- 

 Iv wh.at they w;int. It 

 is t lie s.alesinan "s busi- 

 iiesv to m.ake them feel 

 tli.it they want what he 

 w is||,.s to sell them. T do 

 lint mean hy this that 

 the s,alesm;iii should sell 

 them li.aster lilies lor a 

 loisa^e liouipiet, or vio- 

 lets t'or a har^e funeral 

 s|ir;iv, lint the sales- 

 man should know his 

 stock, what he has in 

 sui|iliis iind wh.at lie 

 most desires til s(dl, and 

 should .aim to dis[iose 

 iif the storl< that is in 

 siirplns and will not 

 keep. Tn other words, 

 if \oii have ,a lar^e sup- 

 plv of red roses, talk 

 red loses; if you have 

 white roses, t.alk white 

 loses, (,v if j'oses are 

 scarce and ••arnations 

 plentiful, talk carna- 

 tions, always heepintr 

 in iiiind that vmi must 



not force 11 Is onto a 



customer if vou know 

 t hev will imt ploase 



