BUILD THEM
AND SELL THEM
Many a salesman who has
never heard of Dr. Alfred Adler
or the word inadequacy, who
couldn’t spell such a word alone
define it, nevertheless uses the
principle of Adler and his di-
covery every day.
Dr. Adler, who is a psycholo
gist and who can therefore be
allowed some liberties in the
way of long words, puts it this
way: “Every voluntary act be
gins with a feeling of inade
quacy, whose resolution proceeds
toward a condition of satisfac
tion, repose and totality.”
All that means is simply: We
need to be built up every day of
our lives, because it’s natural for
us human beings to feel inferior.
And the way it applies in sell
ing can be just as simply told.
When you talk to a man, build
him up. Do not tear him down.
Compliment him. Give him
credit for his knowledge and
ability. Show him how impor
If You're Not Getting
As Much Business As
You'd Like To Have
If you’re not doing all the business
you can handle, there’s something
wrong with your sales promotion—
and it’s our job to help you find
out what it is and help you correct
whatever is wrong.
We’re sales promotion and adver
tising counsellors, with many years
of experience to back up our judg
ment; and we’d like to talk to you
about your sales problems.
tant he is to you. Build, build,
build him all the time.
Now, this doesn’t mean you
shall pass out fulsome flattery
or engage in a practice which
some of the boys refer to as
“apple polishing.” That isn’t
good business, because it isn’t
sincere. You can be sincere and
still use the principle of building.
Find out something about
your customer before you talk
to him. Then compliment him
upon his good work. If honor
If, after investigating your prob
lem, we decide there’s a place
where we can fit into your picture,
we submit our recommendations
and quote a fee.
But any preliminary investigation
you want made is at our expense,
without obligation to you.
Try building more if you want
to sell more.
For Your Phonographs and Panorams
M iniature Bulbs, Too
“ W E ’VE G O T ’EM ”
Maintenance Orders O nly. List Less 3 0 % . No Deposit Required.
W. R. BURTT
308 Orpheum Bldg.
W ich ita, Kansas
TWELVE MONTHS
of Essential Information
We could not write a better “ad” telling why it is to Y O U R
IN T E R E S T to keep your subscription to Automatic Age in
force— than the following letter received from an Oklahoma
operator:
I am enclosing $ 1.00 to cover subscription to Automatic Age for the
coming year.
I am an operator of a chain of vending machines and like to keep up
with the latest, but had let my subscription expire.— C. H. I.
Please enter my Subscription to
$ 1.0 0
A U T O M A T IC A G E for one year.
Enclosed
(Canadian and Foreign Countries $ 1 . 50 )
Check □ New Subscription
Check □ Renewal Subscription
Name ......................................................................................................................
Street ......................................................................................................................
City ............................................................... State ..............................................
Won’t you write us your problem?
CHARLES B ROTH & ASSOCIATES
C . of C . BId'g
Being human, he has feelings
of inadequacy, and only when
those are dispelled does he re
spond at his best. And if you
build him, you make him feel
better, and he buys because he
likes and respects you.
T U B E S
You can write us at any time, lay
the facts before us, ask our advice,
and not be afraid we’ll send you a
bill for service.
That’s not the way we do business.
has come to him, build him on
that. If you respect his knowl
edge of certain subjects, build
him there.
Denver, Colorado
September, 1942
© International Arcade Museum
Clip this form and mail to:
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