L"s \(/ork-The First Fundamental

By Juck Dionne

We heat and read a whole lot nowadays concerning rrThe Science of Salesmanship.tt

Sometimes the writer or speaker gets so fearfully and wonderfully technical, that when we get through reading or listening, we haven't been able to grab hold of a single thing that we can apply to our own acltivity t{re next time we try to sell something.

And the article or talk on selling that doesn't leave the interested party something definite that he can use as a lever or a weapon the next time he goes out to sell is, in the words of d1g ei1eg1-e(1hs BLINK.' ft's that ttl-et's call it a day" stulf that loses most salesmen their jobs. They get tired, disgusted, weary, or worn too guickly. They call on two, three or maybe a half dozen prospects, and then the wee small voice that says (tletts call it a dayit gets sronger and stronger. At first he knows some mighty good answers to the suggestion, contrariwise. He KNOVS at first, that calling it a day won't do. But the voice gets bigger, and the pro arguments get weaker, and pretty soon he blows the whistle -mentallY-and quits the drive.

It's a fact that there are a world of folks writing and alking on selling today, that never sold anything themselves, and don't even sell YOU an idea when you read or listen to their stulf.

"Open your mouth and tfie Lord will fill it,'is an old saying. He VILL. But He'll fill it with WND, and there are too many old air-guns running loose around this country now, trying to make a living advising others to do things that they can't do themselves. They are like the proverbial old maids advising on the raising of children.

There IS a science in selling; thatts a fact. But what the average salesman needs to learn first is just the plain list of fundamentals, before he gets scientif,c.

To bcgin with, salesmanship is 50 per cent leg work, and the other 50 per cent headwork. Most selling sharps want you to understand that 99 per cent of selling success lies in the use of a wonderful mixture of psychology and voodooiem when you meet your prospect face to face.

The main rqrson why 90 per cent of all salesmen fail who DO fail, is because they haven't met a sufrcient nut-ber of prospects ttface to face.tt Thatts where the 5O per cent of ttleg worktt comes in. The ttleg work" consists in the art of keeping yourself keyed up, and ('peppedtt up, and going strongr long after your instinctive self has said to your other self at least a dozen gi111ss3-t(gay boy, let's call it a day."

Ffe doesntt give the various percentages that go to make up the other 50 per cent, which we call rthead workrtt a chance to function. There are a lot of them. A tactful approach, a pleasing appear. ancer a likable voice, a ready smile, a good hand grip, an instinctive knowing how to handle the various Prospects' etc., are all part and parcel of the head work 50 per cent. But the biggest part of THAT 50 per cent is knowing what you have to sell, believing in it, and being able to speak the English language plainly, directly, and interestingly concerning it.

But if you dontt put over the ttleg worktt 50 per cent, you have simply ruined the other 50.

Urged to Promote Building ot Low-Cost Homes

(Continued from Page 11)

H. W. Stuchell, Eclipse Mill Co., Everett, was re-elected vice-president for Washington, and Geo. T. Gerlinger, Willamette Valley Lumber Co., Portland, vice-president for Oregon. T. V. I arsen, retiring president, declined the nomination for president. Col. W. B. Greeley was re-elected secretary-manager.

The new president will be elected later by the trustees.

The new trustees are: H. A. LaPlante, Lyman, northern district; W. G. Hulbert, Everett district; W. B. Nettleton, Seattle district; L. L. Doud, Tacoma district; C. Stuart Polson, Grays Harbor-Willapa Harbor district; C. H. Kreienbaum, Shelton, Chehalis-Central district; Charles Miller, Lower Columbia district; J. S. Magladry, Willamette district; R. T. Moore, Coos Bay-Marshfield district ; Guy Haynes, Carlton, Oregon, representing small Oregon mills ancl J. C. Carlson of Bryn Mawr, lMash., to represent small mills of Washington. T. V. Larsen retiring president is an honorary trustee.

LOS ANGE,LES VISITOR

A. J. Nolan, The Pacific Lumber Company, San Francisco, spent a ferv days in Los Angeles on business the early part of the month. A. L. (Gus) Hoover and Percy Merithew were his guests at the Santa Anita track, Saturday, February 5, and it is reported that they had a very profitable afternoon, picking most of the winners.

Heads Wholesale Group

The Southern California Wholesale Lumber Association has elected Girth G. Beyer as its president and. chairman for 1938. Mr. Beyer has been Sudden & Christenson,s Southern California manager for many years. Weekly luncheons and meetings are held at the Jonathan Club, Los Angeles.

Retiring President Russell T. Gheen, Southern California manager for the C. D. Johnson Lumber Corporation, was presented with a beautiful solid gold engraved wrist watch by the Association members. "Russ" is very proud of his new watch. Ask to see it.

A. W. Smith, NlacDonald & Harrington, Ltd., was elected vice-president. Clint Laughlin is Association manager.

Mill To Reopen At Rockport

The Redwood mill at Rockport, Calif., formerly operated by the Finkbine Lumber Company, will be reopened in March by the Rockport Lumber Company, according to a recent announcement.

The mill, which is all-electric, has a capacity of 100,000 feet per day.

John Ross, Jr., former manager of the Goodyear Redwood Company, Elk, Calif., is manager. Ralph NI. Rounds is president of the company.

A planing mill and dry kilns will be cnostructed at Rockport, and the finished lumber will be trucked to Fort Bragg for shipment by rail and water. Dry sheds and a crane will be constructed at Fort Bragg.

Uinfu, P,,rn(lts

IGHT NOIF is the ideal time to kick up your sales and profits by suggesting to customers the many inside jobs that Celotex does so well.

Now, if ever, the idea of getting attic insulation and an extra bedroom at the same time will be a welcome suggestion. And with plenty of skilled help eager for work, it's the perfect time to modernize kitchen or bathroom with Celorex Hardboard Tile, or replace dingy plaster with Celotex Insulating Interior Finish. I

\7ith Celotex, protected against termites and dry rot by the exclusive, patented Ferox process, you can guarantee best results on these inside jobs at attractively low costs-and pocket a nice extra profit by doing it.