This man had never tried to sell securities and frankly admitted, when he entered the salesmanship class, that he was not a salesman. Let's see whether he was or not.
After he had finished his training, one of the "star" salesmen took a notion to play a practical joke on him, believing him to be a credulous person who would believe all that he heard, so this "star" gave him an inside "tip" as to where he would be able to sell some securities without any great effort. This star would make the sale himself, so he said; but the man to whom he referred as being a likely purchaser was an ordinary artist who would purchase with so little urging that he, being a "star," did not wish to waste his time on him.
The newly made salesman was delighted to receive the "tip," and, forthwith, he was on his way to make the sale. As soon as he was out of the office, the "star" gathered the other "stars" around him and told of the joke he was playing; for in reality the artist was a very wealthy man and the "star," himself, had spent nearly a month trying to sell him, but without success. It then developed that all of the "stars" of that particular group had called on this same artist but had failed to interest him.
The newly made salesman was gone about an hour and a half. When he returned he found the "stars" waiting for him with smiles on their faces.
To their surprise, the newly made salesman also wore a broad smile on his face. The "stars" looked at each other inquiringly, for they had expected that this "green" man would not return in a joyful mood.
"Well, did you sell to your man?" inquired the originator of this "joke."
"Certainly," replied the uninitiated one, "and I found that artist to be all you said he was - a perfect gentleman and a very interesting man."
Reaching into his pocket he pulled out an order and a check for $2,000.00.
The "stars" wanted to know how he did it.
"Oh, it wasn't difficult," replied the newly made salesman; "I just walked in and talked to him a few minutes and he brought up the subject of the securities himself, and said he wanted to purchase; therefore, I really did not sell to him - he purchased of his own accord."
When I heard of the transaction, I called the newly made salesman in and asked him to describe, in detail, just how he made the sale, and I will relate it just as he told it.
When he reached the artist's studio, he found him at work on a picture. So engaged in his work was the artist that he did not see the salesman enter; so the salesman walked over to where he could see the picture and stood there looking at it without saying a word.
Finally the artist saw him; then the salesman apologized for the intrusion and began to talk –
about the picture that the artist was painting!
He knew just enough about art to be able to discuss the merits of the picture with some intelligence; and he was really interested in the subject.
He liked the picture and frankly told the artist so, which, of course, made the artist very angry!
For nearly an hour those two men talked of nothing but art; particularly that picture that stood on the artist's easel.
Finally, the artist asked the salesman his name and his business, and the salesman (yes, the master salesman) replied, "Oh, never mind my business or my
name; I am more interested in you and your art!"
The artist's face beamed with a smile of joy.
Those words fell as sweet music upon his ears. But, not to be outdone by his polite visitor, he insisted on knowing what mission had brought him to his studio.
Then, with an air of genuine reluctance, this master salesman - this real "star" - introduced himself and told his business.
Briefly he described the securities he was selling, and the artist listened as if he enjoyed every word that was spoken. After the salesman had finished the artist said:
"Well, well! I have been very foolish. Other salesmen from your firm have been here trying to sell me some of those securities, but they talked nothing but business; in fact, they annoyed me so that I had to ask one of them to leave. Now let me see - what was that fellow's name - oh, yes, it was Mr. Perkins." (Perkins was the "star" who had thought of this clever trick to play on the newly made salesman.) "But you present the matter so differently, and now I see how foolish I have been, and I want you to let me have $2,000.00 worth of those securities."
Think of that - "You present the matter so differently!"
And how did this newly made salesman present the matter so differently? Putting the question another way, what did this master salesman really sell that artist? Did he sell him securities?
No! he sold him his own picture which he was painting on his own canvas.
The securities were but an incident.
Don't overlook this point.
Napoleon Hill The Law Of Success
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