Automatic Age

THE SELLING PARADE
Mt/rOMOPC'$
(Continued from page 59)
the cold, cold world of prospect
and competition, he shrivels up
and is lost. He’s a wisher, not a
doer.”
But a salesman has a right to
be a wisher, if he wishes in the
right way; and not long ago
eminent Charles F. Kettering,
General Motors genius, ex­
pressed himself in his character­
istically lucid way upon the sub­
ject of wishing.
“ We all know that the only
way to get anything is to wish
for it,” said he. “ The trouble is
that most salesmen stop there,
with the wishing stage. That is
the half-way mark. The second
half is much more important, for
it consists of the work which
any man must do to make the
wish come true.
In my work I always set up
a ‘wish’ first. What do I wish
do? What result do I wish I
could accomplish? When I get
ne wish established, I set to
work to make it come true.”
What is your fondest wish in
selling?
Establish that first.
nd then do something about
making it come true. I f you
will combine wishing and work-
^ g , you will be wishing in the
right way, and almost any wish
you may have can come true.
0
Here is what I mean: When
you call on a man and he refuses
to give his attention, in place of
talking
against
inattention,
which is always ineffective,
merely step back about three
feet from his desk and stand
there silently.
Don’t speak.
Don’t try to get his attention.
Just “ crowd him with silence.”
I t ’s amazing how quickly even
the most stubborn of discourte­
ous buyers will weaken, will look
up from their desk, will say:
“ Well, what can I do for you?”
And when you get that admis­
sion from them you have all you
can reasonably expect at this
stage o f the sale— you have their
attention. The rest is up to you.
^ t^ lscou rteA ij
i ^ salesman writes me that,
°ugh he’s been selling for a
°ug time and with quite a de-
.°^ success, there’s one
do
io" that still gets him
1
j
7
8
s the situation which arises
To obtain first-hand sales data
on Daval machines, company
head A1 S. Douglis will visit dis­
tributors in the East, South,
and Southwest. In his talks
with coin men, Douglis will ex­
change information on counter
game selling points and will
urge special attention to Marvel
and defense model American
Eagle sales.
“ Buying sight-unseen is safe
with Gottlieb machines,” ac­
cording to Sol Gottlieb, travel­
ing factory representative for
D. Gottlieb & Co., Chicago. “ The
machines’ consistent m o n e y ­
making ability and griefless
construction are considered re­
sponsible for their success.”
ou k
ca^s uP °n a discourte-
aH , ^ er’ w ho won’t yield his
de-V^ *°n
w ^° s^ s
^is
icJ!
^oes on with his work,
sn orin g ^ salesman.
cnrv,
S no^ a hard one to over­
"
fh e rule is simple: Out-
r him with curiosity.
Junt
7 /[A M
M /vf/sre/vr
OF
/ m
m m
___
A T T E N T IO N !
ALL OPERATORS
W hy pay more for new and
used machines when you
can buy them from us for
less?
DOUGLIS SURVEYS TRADE
GOTTLIEB GAMES SAFE
m a r tin g
PHOTOfiiflw
W e carry all of the latest
machines in stock ready for
immediate delivery at the
lowest prices.
W i re — W r i te— P h one
for
L A T E S T P R IC E L IS T
AMERICAN SALES &
SERVICE
609 17th Street
R O C K IS L A N D , IL L .
T M m H T K A L l
OPERATOR'S CASH PRICE
ONLY
* 6950
T e r m * : O n e -T h ir d D ep o n it
w it h O rd e r, Ila ln n c e C .O .l).
The Free W e ig h t Scale w il l enable you
to secure the choicest locations in yo ur
t e r r ito r y .
f
TOURISTS BOOM BIZ.
Tourist trade has already
made itself felt in Baltimore,
with coin machine business in­
creasing accordingly.
1941
© International Arcade Museum
A U T O M A T IC AGE
Vends a S tic k of A dam s Gum fo r each
penny— then gives yo u r w e ig h t F R E E .
A P E R M A N E N T Money M a k e r!
Be F ir s t. Send Y o u r O rder T o da y!
63
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