III. Artistry and Devotion in Salesmanship
Ily T. I!. BAILf&Y
repeat our question, why do so many
salesmen of such qualities and qualifications fall short of the
Numerous Answers All True
Many answers might bc given, all
true, so far as contributory truth if
concerned, such as:
The pitch of enthusiasm fhcing just
a little too low.
Tactfulncss not quite sufficient.
Courage or tact or both not sufficiently active when the psychological moment is discerned.
Balance between dignified independpersistence not
ence and persuasive
Taking a little too much or not quite
enough for granted.
Also, let us consider those who arc
and more than usually promises of future action.
fluent in talking their goods. Let us
that fails in apply
ing methods of sustained dynamic ac-
Why do so many salesmen fail to
achieve success in their chosen vocation?
In considering this subject, let us
eliminate those possessing a low or
even an average native capacity, and
those of very meager culture, because
concerning such the answer to the
question is too obvious to justify discussion. Let us consider only those of
real capacity; those who really have a
very thorough knowledge of the products they offer for sale, and much
auxiliary commercial, general, and
even technical information.
also consider salesmen of character
much albovc the average, and who industriously cover their territories and
daily send in reports of the day's doings.
Too much time spent iwith favorite
customers to permit of creating the
most new ones.
Many other minor shortcomings,
the mutiplicity of which are cumulative
in negative, effect, although individually hardly pronounced enough to be
vividly recognizable in the field of the
own consciousness, but
while carrying him to the threshhold
fail to carry him
of high .succss
Be Devoted to Work
Again our question, what is the
cause or principle underlying this failure to carry this success of more than
the usual standard to the point of
very unusual achievement?
will omit the consideration of superlative success, the result of genius itself, we may justly conclude ;hat the
ft'lurc under cons. deration is not the
result of intellectual limitation, but
rather because of an emotional
which tails to awaken the
real devotional attitude from which
all highly artistic prominence emulates. This element of devotion to
one's life work is an instinct, an impelling force, an aesthetic taste, sus
Remember Its toothing smoothness?
that's gone but Oh Henry's equally
smooth. It's the proper blending of rich
butter cream, caramel, crisp nuts and
milk chocolate that haa made Ob
ceptible to training and concomitant
to all high expression of art, for art itself is the offspring of devotional intensity.
Devotion, like prayer, is rewarded
more in subjective influence than by
direct objective result. This dominating influence is susceptible of cultivation. Good taste, progressively cultivated, will gravitate toward it under
the acion of
tasks, sustained ,by the will and moulded by
habit. I advise all my readers, especially young men, to read, study and
practice the "Kducation of the Will,"
as outlined iby Jules Payot (Funk &
Most salesmen fail after qualifying in all other
respects, because they inadequately
consider the synthesis feature in their
sales talks. This feature embraces the
Summing up of salient points.
Assisting the prospect to decide
through powerful suggestion.
Theatres arc packed at $1.50 to $5.00
an auditor to see and hear a great ac
tor. Suppose instead of inflicting the
the usual sales talk of the average
salesman upon the indulgent buyer,
the latter had to pay the price of $10
an interview for the privilege of
of the average sales
man. How many salesmen would
ever get a second, interview with the
How many would
merge the alpha and omega of their
sales performance into one .brief experience, and among those "who survived, what a great improvement over
present methods would be demanded
"Personality is modified mind stuff
or original substance which constitutes the basis of individuality, acted
upon and moulded into form Iby
will. We can fashion
ourselves after the order of our thinking by applying the energies at our
command or we can just let ourselves
become what we may under the control of unmodified environment."
CARELESS OP HIM.
"Terribly rough," said the stranger
on board the liner.
"Well," said 'the farmer, "it wouldn't
be near so rough if the captain would
only keep in the furrows." The Virginia Reel.
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