I learned another and that was to learn all there is to know about the policies and the protection they provided. I spent almost seven weeks learning everything I needed to know about them.

and when you get the knack and sell a man a pair of shoes that fit him, he will gladly recommend you. Most of my sales come that way.

You have to show them how to make money on the board. That’s why I connect the radio first. No one is interested in a demonstration that doesn’t demonstrate. They want to hear the radio as well as look at it. My present method proves the money-making possibilities to the clerk and shows the crowd just how good the radio is.”

Most people, I’ve discovered, are totally lacking in imagination. They are able to picture a thing only when it is shown to them. It is up to me to do their imagining for them.

‘Always remember that when people buy nursery stock, they expect definite results. It’s results they want, not a tree a foot high. Sell them results.’

in the back of this book a list of products, which offer such opportunities. From this list you can make a selection with every assurance that the product is salable.

You will notice that in nearly every instance the adventure proved successful because the product offered for sale rendered a definite service to the buyer. It is not enough that you are enthusiastic about selling a product or service; it must be something for which a need exists.

There are a thousand things you could sell. But find the one thing you want to sell, and you’ve made your first step toward a career in selling.

You might do a splendid job of selling electric ranges, yet fail miserably in selling electric motors. Or vice versa. You could conceivably make a big success selling life insurance and fail completely to sell accounting machines.