The Golden Censer Part 11

ON THE ROAD.

Conference maketh a ready man.--Lord Bacon.

Now stirs the lated traveler apace To gain the timely inn.--Macbeth, Act III., Sc. 3.

What is there about going to a strange town on business which should make a man's heart feel like a cold biscuit inside of him?

A young man may have been to a certain village on endless excursions of pleasure, when his pulse beat as gloriously as the ba.s.s drum on a grand circus-entry into town, yet when he has to go to the depot to take the cars for that same town to sell goods there for the first time in his life, it is harder to carry his heart to the train than it is to lug his grip-sacks. When you feel that way, do not feel ashamed. All the "old heads" on the road have been in that predicament. Talk to your heart the way you think about a mother when she mourns for her child. You say "Let her feel bad. It's natural. It'll do her good." Now when your home begins to drop out of sight behind, and the conductor comes along to punch your ticket rather than to comfort you, say to your heart "Go it, you you old ninnyhammer! It's natural for you to thump, but you can't interfere with business, you know!" Your mind is all right. It's your body. Now, while

YOU ARE NEARING THAT FATAL TOWN,

you look back over the goods in the store. Of course, you are positively familiar with everything in stock. You came out on the road either because you asked to go, or because other folks had espied a faculty of persuasion in you which they thought would sell goods. Sometimes a man looks persuasively, sometimes he talks persuasively; sometimes he both looks and talks it. This is after he has had practice. "Iron sharpeneth iron. So a man sharpeneth the countenance of his friend." Now this town you are going to is a band of enemies. How can you make a conquest? By doing as Napoleon did. Set your own time for the fight, pitch upon one man at a time, always pick out one not used to your mode of warfare, and then clean him out before he thinks the action has begun.

"Formerly," says Bovee, naively, "when great fortunes were only made in war, war was business; but now, when great fortunes are only made by business, business is war."

HERE IS THE TOWN NOW.

How dirty those houses look! O, yes, they are the habitations of the poor. You know the hotel you are going to, of course. You know where it is. Now you grab your valises, your overcoat is on, and you climb down.

Want a 'bus? It's only fifty cents for a ride of a block and a half!

Well, you will get along without it. The labor will get your blood going. You have thus made a sale already, equal to two dollars. Put that down to your credit. By this time, although you are among the Philistines, you are yourself again. You go into the wash-room of the hotel, enter the dining-room, eat a very poor meal, and get up to begin the fight. Now sit down a half-hour and let your food get started in your stomach.

GETTING YOUR MIND.

Does not the General spread his maps before him? You probably have a certain firm in your mind, either by chance or direction from your employer. This, of course, is the weak point in the enemy's lines. Here he has trusted to the ground as it looked from his side of the field, when, in reality, it presented few difficulties from yours. Some experience in the world has led me to believe that if a salesman has come to the opinion, even in the most absurd manner, that he can sell a certain man goods, he can do it, almost beyond the chance of a doubt. I once knew a successful solicitor who seemed to do all his work at his desk. He would sit in the greatest gloom

CANVa.s.sING HIMSELF!

That was a fact. He was really revolving the weak places of the enemy in his mind. Suddenly he would start up, seize his paraphernalia, make his expedition, and return rich-laden. This taught me the wonderful power of persuasion when directed in exactly the right way. One of the first things to forget is yourself. I think possibly the finding in your mind of a man to whom you can sell goods depends princ.i.p.ally upon your belief that when you make your dash on him you forget what he will think of _you_. You have the willingness to sacrifice all that to the one object before you. In the possible places of attack which you reject, you are not yet willing to make that sacrifice. You know

ABRAHAM LINCOLN

was a great man. Why? Well, here is one reason. The little men came to him one day with horror spread upon their narrow features. Said they: "O, Mr. Lincoln, we have just discovered that Grant drinks whisky. We have come to ask you to put a Temperance General in control of the more important of his actions. He has the lives of our children and our friends in his hands. Save us from his liability to plunge us all in general blood!" Now this was after Vicksburg. Mr. Lincoln took an interest in this revelation that elated the pet.i.tioners. "You are quite sure he drinks whisky, are you?" "O, yes.

HE WAS DRUNK AT SHILOH."

"Well, will you not try hard to find out where he gets his whisky?" said Old Abe; "I want some of it for my other generals!"

This man Abraham Lincoln wanted to put down the Rebellion for the sake of both the North and the South. Anything that would contribute to that end was what he wanted in large quant.i.ties.

YOU ARE DRESSED

as you have always dressed--with easy-fitting business garments.

Absolutely nothing on your person gives offense, either in newness or oldness. You enter the store to whose proprietor you intend to sell goods. If you know him and he is busy, you nod and avoid a talk. This is both difficult and unlucky. If he is at your service, you state that you have come to show him your samples. You do not hope he needs anything at the start. Of course, he needs nothing. That does not enter into the question. He will buy at the end. You now, if your samples are with you, pick out some medium bargains. Reserve your powerful arguments. Try to make him understand the true value of these goods. Nothing under the sun is so powerful as example. Now, to furnish examples, you must state who sells this particular line of goods. Mention the names with all the precision, volubility and confidence in the world. He may evince no interest, but it has moved him greatly to hear all those names! Now he begins to talk prices to you. The chances are that he is "drawing the long bow"--that is, that he is putting the prices at which he buys full low enough! Do not dispute him. Never argue with him. Accept all he says as gospel. Very soon he will be on the other tack. You will be talking, and you can judge whether he has told the truth or not. Now you are both on excellent terms. He thinks you are a very decent young fellow.

BRING ON YOUR "LEADERS."

You ought to have some little line that you are selling for less than it is worth. Give him the solemn privilege of getting some of it. He wavers, he is lost. This is the entering wedge. If he is sharp enough to buy only "leaders," he is too sharp for you, and for your house. Ten chances to one he would never pay anyway. You must have picked out a poor man to start on. But if you have an ordinary gentlemanly man of business, he will take some goods of you. Canva.s.s him for everything. Do not neglect your work now it has come. He is wavering everywhere. He is contradicting by his acts nearly every a.s.sertion he made behind his entrenchments. Never mind that. Do not leave him until there is "no more buy in him." Now, after you have all the items--and

NEVER STOP HIM

when he is giving them--sum them up, read them over, take his name (firm name), his post-office (not his railroad station), his railroad station, his express company, his railroad, absolutely everything. Make his name "Owens," not "Owen," "Ransom's Sons" not Ransom & Sons, "Smythe" not "Smith," if that be the way he puts it. A man is very tender about his name. Never forget that. Impress those things on your shipping-clerk at home. Tell him you have sold Edwards Pierrepont a bill of goods, and that this particular buyer has

A PRIVATE GRAVEYARD

for shipping-clerks who mark it "Edward." You have already consulted your commercial "testament" to see if the firm will pay. If the bill be too large for the credit allowed in the "testament," telegraph to your firm about it and get instructions. Of course, you cannot have mistaken prices or sold below the necessary profit. A firm in Boston started out a confident young man, and he sold tremendous bills of goods. He took no account of the value of the goods, freight, or time of payment. All those merchants who had friends on his "beat" telegraphed to them to be sure and give him an order. He was the rage. There was also some rage at Boston when the orders began coming in. They telegraphed to Madison

TO HEAD HIM OFF,

but he had "taken a shoot" to Rockford. They telegraphed to Dubuque, but he had doubled down toward Galesburg. They telegraphed to Galesburg but he had escaped into Iowa. Finally they sent, to every town on three parallel lines of railroad in Iowa, a postal card with "Come Home!"

covering one side of it, and captured him somewhere about the middle of the State, also in the middle of the greatest of all his campaigns. The firm settled his expenses, but refused to deliver the goods, and hired an extra lawyer or two to contest

THE LARGE CROP OF LEGAL SUITS

which brought up the rear of his triumph, like the tail of a gorgeous comet. This young man was peculiar. I only mention his flight through the western commercial sky to make you smile when you think of it and lighten your heart, when this remembrance comes in a lonesome hour. If you are unacquainted with the gentleman to whom you are to sell, use your habitual salutation. A majority of successful men say "How are you, sir?" You have your card right side up, close to his hand. You say: "My name is Bennington--I am from Chicago--Remington & Company--let me talk to you a little about some of our goods." You have accompanied some such speech as this by an expeditious display of your samples. If your choice of attack was sound, he is already looking at your goods.

THE BOARD AT THE HOTEL

has greatly improved this evening, so you will find. Make up your mind that when a man does not accord you a fair hearing you have erred in your approach. There are some men who have to be approached through a personal introduction. If you take advantage of the chances that come in your way, you can afford to accept the misfortunes which befall you, for it is a real misfortune to attack a cold, hard-surfaced man in his moment of strength and get a full broadside from his guns. Go in force against such men. Two men would have him at a disadvantage.

IN CONCLUSION,

do not be in a hurry to get back home. Have books with you. Shun traveling men, as they cannot benefit you. The desire to have company often makes a man "lose a town." It often keeps him up nights. What is the reason you dread the attack? Because you have no electricity in you.

You have not slept enough. Have you not often felt you could walk ten miles as easily as one? That was just the moment to "fall up against"

the hard-surfaced man. Have you not often felt you would like to be in the little white cottage, reading what a wonderful place New York is?

Just then you ought to be in bed,

MANUFACTURING SNAP AND SPARKLE.

In all your expedition, judgment has been at work. Judgment sent you out, and judgment pointed out your attack. You therefore have sold goods to responsible people, and your firm are delighted. You now have the most powerful lines of money-making in the world right in your hands.

You are the man who can "place the goods." You are practically a partner. If you have perfected yourself in your art, and if you are not in business for yourself, it is because you do not want it so to be.