The salesman
who approaches his customer with a frown or a blank look upon his
face, is doomed right at the start to do no business. His countenance
should be as bright as a new tin pan.
The feeling of good cheer that the salesman has will make his customer
cheerful; and unless a customer is feeling good, he will do little, if
any, business with you.
I do not mean by this that the salesman should have on hand a full
stock of cheap jokes--and pray, my good friend, never a single smutty
one; nothing cheapens a man so much as to tell one of these--but he
should carry a line of good cheerful wholesome talk. "How are you
feeling?" a customer may ask. "Had a bad cold last night, but feel
chipper as a robin this morning." "How's business?" a customer may
inquire. "The, world is kind to me," should be the reply. The merchant
who makes a big success is the cheerful man; the salesman who--whether
on the road or behind the counter--succeeds, carries with him a long
stock of sunshine.
An old-time clothing man who traveled in Colorado once told me this
incident:
"I used to have a customer, several years ago, over in Leadville,"
said he, "that I had to warm up every time I called around.
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