" Now you just
come back and see how empty my addition is.'
"I went back into my addition and found that the Colonel's hats were
nearly all gone. He had actually sold--and out of his little shanty--
more of my goods than any other customer I had. When I started to have
my trunks unloaded the Colonel said to me: 'Now just hol' on there;
that's entirely unnecessary. The last ones sold so well, you just
duplicate my last bill, except that you leave out the poah hats. Come,
let's go up to my house and have a julep and rest a while.'"
Although a man's friends will not buy from him if he does not carry
the goods, he will yet get their patronage over the other fellow if he
has the right stock. Here's where a man's personality and adaptability
are his stock in trade when he is on the road; and the good salesman
gets the business over his competitor's head just by being able to
turn the mood of the merchant he meets. The more moods he can turn,
the larger his salary.
One of my musician road friends once told me how he sold a bill to a
well-known old crank, now dead, in the state of Montana.
Pages:
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35