Automatic Age

a t a l~ roblem fc o o k
oeS
When I first spent a day with
him, I thought he was the most
able salesman I had ever met,
the best all-around man. There
was nothing the prospect could
say that would unpoise h im ;
nothing a prospect could do that
upset his selling routine. He
was a master of every predica­
ment.
I put him down as a man to
whom selling came easy; one of
those men referred to as a “na­
tural born salesman.”
But when he talked to me
about it he told me that this was
not true.
“By nature I am a dub of a
salesman,” said he. “I got my
skill, if that’s what I have, the
hard way.”
“How?”
“By conscious practice.”
“Explain.”
.
“See this book?” he said, by
way of answering my question
putting a cheap five-cent note­
book into my hands. “That’s the
answer. That’s my problem
book.”
“What is a problem book?”
“Look inside. You’ll see then.”
I looked. And inside I saw
he had written up all sorts of
situations, all sorts of objections
that had been used on him by
his prospects. And on the back
of each sheet he had written the
solution to the problem, the
answer to the objection.
Said he: “If a man really
wants to improve in selling, it is
easy enough. First, find out
what you’re likely to run into.
Second, find out how to handle
it when you do.”
I commended the idea of a
problem book to him, commend
it to you. It ’s practically all you
need to put you on top.
+
A careless word here and a
careless word there will tell the
enemy a complete story — serve
in silence.
Among those at the Minute Man Flag presentation at M ills Novelty Company were Ralph
M ills, vice-president of M ills Novelty; Carmen D'Antonio, Hollywood and Broadway star
and one of the first featured in M ills Panoram; Vince Shay, assistant general manager;
Dennis Donohue, assistant to the president, M ills Novelty; Fred M ills, president; Rear
Adm iral E. A . Evers; Harford Powel, Treasury Dept., Washington, D. C .; in the foreground
are, Herb Mills, treasury; and Ensign W alter Jennings.
The enemy wants to know
what you know — do not reveal
military information — serve in
silence.
A careless word may cost lives
— serve in silence.
Your thoughtless talk can sink
ships— serve in silence.
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account of the use or operation of said equipment, said chaws shall be paid by
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O N LY $4.50 per 100 . . . O rder fro m . . . Charles Fleischmann
FREE Sample on Request
BALTIMORE SALESBOOK CO.
September, 1942
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AUTOMATIC AGE
120 W E S T 4 2 n <1 ST.
NEW Y O R K CITY
11
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