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HIRAM LIGHTFOOT, who lives
in my town, is one of those
supersalesmen.
He's sales manager for a factory which
sells its products all over the world, and
he's in demand as a public speaker a
kind of Dale Carnegie of the hucksters.
That's why Hiram turned pale the
other day when a young life-insurance
salesman came into his office and said,
"Hello there, uh, Mr. Lightfoot I don't
suppose you want to buy any insurance
from me, do you?"
"Certainly hot," said Hiram. Then he
reflected.
"Listen here, boy," he continued,
"you'll never sell anything with a pitch
like that one. You've got a lot to learn
about psychology. You don't know the
first thing about selling or, promotion of
your product or how to close a deal."
The young man sat down hesitantly on
a chair in Hiram'3 office. He listened
eagerly as Hiram demonstrated how in
surance ought to be sold, pointed out the
secrets of success in the market place,
and recounted his own experiences in his
aggressive career.
"I'll tell you what I'll do, boy," Hiram
concluded.
"I'm going to buy one of your policies
just to help you out. I don't really need
it, but I think it may give you the im
petus to get started on the right foot."
The boy was jubilant. Clumsily he
jerked a policy out of his shiny brief
case, and Hiram helped him fill it out.
"Now," said Hiram. "Don't you feel
better?"
"Gee, sir, I sure do," replied the boy.
"How can I ever thank you?"
"That's easy," Hiram said. "Just use
the kind of approach I've showed you
every time you go out to try and sell a
policy."
The boy got as far as the door to
Hiram's office before he spoke. Then he
looked over his shoulder at Hiram and
smiled a little smile.
"Oh, I always do, sir," he said softly.
"Except when I'm selling insurance to
saies managers, -pag,
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Tho Best of Patty Johnson
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6 Family Weekly, March J.