Chapter I: Front Matter

SELLING THINGS

BY
ORISON SWETT MARDEN

AUTHOR OF “PUSHING TO THE FRONT,” “PEACE, POWER AND
PLENTY,” “THE VICTORIOUS ATTITUDE,” ETC.

WITH THE ASSISTANCE OF
JOSEPH F. MACGRAIL

INSTRUCTOR IN SALESMANSHIP AND EFFICIENCY FOR MANY
LARGE SALES AND INDUSTRIAL ORGANIZATIONS

NEW YORK
THOMAS Y. CROWELL COMPANY
PUBLISHERS

COPYRIGHT, 1916,
BY THOMAS Y. CROWELL COMPANY

Thirteenth Thousand

TO MY FRIEND CHARLES M. SCHWAB

THE MASTER EXECUTIVE, PRODUCER, SALESMAN.

CONTENTS

CHAPTER PAGE

I THE MAN WHO CAN SELL THINGS 1

II TRAINING THE SALESMAN 6

III THE MOST IMPORTANT SUBJECTS OF STUDY 14

IV MAKING A FAVORABLE IMPRESSION 19

V THE SELLING TALK OR “PRESENTATION” 28

VI THE APPROACH AND EXPRESSION 33

VII THE ABILITY TO TALK WELL 37

VIII HOW TO GET ATTENTION 42

IX TACT AS A FRIEND-WINNER AND BUSINESS-GETTER 47

X SIZING UP THE PROSPECT 62

XI HOW SUGGESTION HELPS IN SELLING 71

XII THE FORCE OF CHEERFUL EXPECTANCY 79

XIII THE GENTLE ART OF PERSUASION 86

XIV HELPING THE CUSTOMER TO BUY 94

XV CLOSING THE DEAL 105

XVI THE GREATEST SALESMAN—ENTHUSIASM 112

XVII THE MAN AT THE OTHER END OF THE BARGAIN 119

XVIII MEETING AND FORESTALLING OBJECTIONS 125

XIX QUALITY AS A SALESMAN 133

XX A SALESMAN’S CLOTHES 139

XXI FINDING CUSTOMERS 148

XXII WHEN YOU ARE DISCOURAGED 155

XXIII THE STIMULUS OF REBUFFS 163

XXIV MEETING COMPETITION: “KNOW YOUR GOODS” 177

XXV THE SALESMAN AND THE SALES MANAGER 184

XXVI ARE YOU A GOOD MIXER? 189

XXVII CHARACTER IS CAPITAL 207

XXVIII THE PRICE OF MASTERSHIP 213

XXIX KEEPING FIT AND SALESMANSHIP 226

APPENDIX—SALES POINTERS 250

SELLING THINGS