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 You can fool some of the people all of the time. But you can't fool all the people all the time." The margin of those you can fool all the time, or can fool occasionally, is rapidly growing less. In this age of easy communication people mingle more freely and know more of one another. It be­comes more difficult to mislead them by deceptive methods. They detect more readily the ring of the counterfeit.

Laying aside the disastrous influence upon your own character, from a business point of view, even you cannot afford to use deceptive methods. If you can see no higher motive than "Honesty is the best policy," make honesty your policy and stick to it.

The world to-day is seeking and offering large premiums to men and corporations that can be depended upon. We want your help to make THE SPIRELLA COMPANY a firm of that character. You can depend upon us for "a square deal" and the right quality of goods. Your prep­aration, your manner, your work, will make the reputation of the firm good or bad in your territory. Ponder these matters well, and do not enter the field until thoroughly satisfied that Spirella is all that it is represented, and that you can give it your unqualified support and endorsement.

"This above all. to thine own self be true, And it must follow as the night the day, Thou can'st not then be false to any man."

By wearing Spirella and by studying the following section on "How to Proceed," you will gain that knowledge of your subject and that mental attitude necessary to your success.

SECTION 3.

 * How to Proceed.

[NOTE.—Whether your call be made upon a card or letter of introduction, by appointment over the phone, or by letter, or by careful, thorough, systematic house-to-house work, a careful study and mastery of this section will give you a forceful "Selling Talk." The points made in Section 3 have been used by successful workers. If you can improve on this, do so; if not, follow it closely. At all times let your Selling Talk be logical, frank, forceful. The necessity of the right Selling Talk is imperative, no matter what method of approach you use. Your success depends upon it. Study this feature of your work constantly. Your Selling Talk today will not do next month. Improve it.]

14. INTRODUCTION.—Next in importance to a neat personal ap­pearance, is a frank, pleasant introduction of yourself and business. Your manner here counts for everything. Create the proper impression.

The right personal appearance supported by the right introduction, will win an audience ninety-nine cases out of a hundred. If tenaciously ad­hered to, its chances are good for the hundredth case also. This statement is made by one who has interviewed many thousands of people for the purpose of selling, just as you are about to do. There are many good methods of approach and any of them successful when properly carried out. If you are a beginner, you cannot master many methods of intro- -

"CHARACTER IS FOUND IN THE HUT AS FREQUENTLY AS IN THE PALACE." 11