Page 56 - One Thousand Ways to Make $1000

recommendation to three other physicians with offices close by. That day he
sold $57.00 worth of printing and his commission amounted to $17.11.
During the first six months at this work, Johnson’s commissions totaled
$1,400. While it may seem that he must have made some rather large sales to
earn commissions such as these, he claims that all of his sales were made to
men who ordered in relatively small quantities.

“My orders vary in size,” he said, “some being as low as $1.50, others up to
$35.00 or $40.00. I’ve never had an order for more than $45.00.
Commissions vary on this line, and on some jobs I make more money than on
others. My efforts are concentrated on business men, but I never overlook a
store, restaurant, factory, doctor, lawyer or dentist. I had some difficulty
during my first two months in finding just how to approach my prospects, but
I solved this problem slowly. I have found almost every prospect I call upon
requires a slight variation of selling method, and that a standard sales talk or
method of approaching prospects does not do the trick. There are basic
fundamentals, however, that apply to every case. It is important to place
samples in the prospect’s hands quickly after getting in, and keep him
fingering samples throughout the interview. If you can focus the prospect’s
attention on samples and keep it there, you will usually sell him.”

Johnson McCloud never brings up a subject which may cause the prospect to
think of anything but the sale under consideration, during the interview.
Selling standard forms, letterheads, billheads, envelopes and circulars is
made easy because there are a number of concerns, with special machinery,
which can handle such orders at unusually low prices. The quality of such
printing generally is higher than that of a local printer and the cost to the
prospect is much less. These are two strong arguments which can usually be
depended upon by the salesman to close sales quickly.

Bringing the Store to the Customer

C

HARLES GRAVES pulled his green sedan to the curb, took a package
containing a dozen towels from the rear seat, and hurried to the door of the