LISTENERS AND TALKERS

Pukekohe & Waiuku Times, Volume 9, Issue 495, 9 January 1920, Page 2

LISTENERS AND TALKERS

30X1 HINTS TO SALESMEN " The summer of tbe year the fint of the American Expeditionary Forces arrived in France I journeyed to Laclede, Missouri, where General Pershing was born, to learn something of the boyhood characteristic of the American commander," writflfe Edgar White, in the "Inland Printo^^ 1 .'•To my repeated interrogatory of one of his old schoolmates about Pershing as a boy the only trait that stood out, as he recalled, was: ' Well ho was a good listener' ■' The habit of listening well nearly

always accompanies mental activity. I would not like to say that too much talk indicates the reverse, but it is a known principle of anatomy that vocal effort uses physical energy, and that when the physique is weakened, the brain iloes not work brilliantly. "The successful salesman is frequently spoken of as a ' good talker,' the implication being that by reason of is capacity to talk he sells more goods. In handling articles that are sold from house to house be true, but in selling advertising and printing I have found that it pays better to listen than to talk too much. The buiness man resents being talked iuto a deal " Where I have ha I the best w* suits in selling advertising is on worked-out displays, ideas, and suggestions that will do their own talking. The customer would rather see something than hear something. It costs money to go to the movies, but yen can enjoy a sermon free. Let the man you are trying to sell to do the talking. Answer his questions briefly aud confidently, but be content to let his vocal cords have most exercise. You're less likely to bora him, and he will think more of you. "My plan is never to tell a merchant an anecdote, and to studiously avoid introducing any subject but that of my mission to his store. But I've got all sorts of time to listen to his stories, and whatever he has to say.—Life.