Page 74 - One Thousand Ways to Make $1000

I succeeded in convincing him he would get his money’s worth from me.
That was sometime ago. Today he is a satisfied customer and has
recommended me to many of his friends.

“Shortly after I started selling, I entered a local garage to see if I could
interest some of the men in a medium-priced shirt. I was confronted by a
hard-boiled, grim visaged superintendent who informed me I was wasting the
men’s time. Hurriedly I explained it wasn’t my intention to interfere with his
men, and that the error was undoubtedly due to my lack of experience. I then
urged him to tell me when it would be convenient to return and interview
them. I made a point of being very courteous to this fellow, and as I agreed
that he was right, he calmed down a great deal, his gruff manner softened,
and he asked me what I was selling. I showed the samples, explained and
demonstrated them, and he gave me his order. Then he said that if I talked to
only one man at a time, it would be all right. His men who had witnessed this
scene were impressed by his purchase, and I left with orders for fifteen shirts.
I tried this same idea half an hour later in the office of an express company
with good results. That started me calling on industrial plants and offices, and
led to many sales. While a majority of such calls resulted in firm turndowns,
there are enough offices and factories where the foreman or superintendent
will let me talk to the men to make this system profitable.”

Travis makes most of his sales in units of three shirts. He carries shirts of
various prices, however, and his commission varies between sixty-five cents
and a dollar on each. Specializing on factories, offices, and stores, he
maintains an average sale of fifteen shirts daily, although he only makes
seven interviews a day. Some shirt salesmen concentrate calling on business
and professional men, and carry socks, ties, and underwear as additional
lines. The shirts, such as Travis sells, are made to measure from material
selected by the prospect, and shipped C.O.D. The deposit, required when the
order is placed, is retained by the salesman as his commission.

Gifts for Young Men to Give to Girls

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