Sell them to Buy--Not Wait

When a man goes into a lumber dealer's place of business and inquires about building material, and the dealer proceeds to explain to him that lumber, and paint, and shingles, etc., are HIGH, he is practicing salesmanship BACKWARDS.

Nine times out of ten you instill immediately into the mind of your prospect when you use that line of talk the doubt as to whether or not this is a good time to tbuy and build.

Many a man has been kept from painting his housewhich was sadly in need of painting for protection 'from the weather-during the past year by the dealer explaining to him in starting that paint had gone up considerably'and was ,mighty "HIGH."

The untrained salesman sometimes is guilty of such mistakes because he thinks when he utters this warning in advance he prepares his customers for the blow which he thinks he is going to deliver when he quotes the total paint bill.

Instead of uttering negative thoughts to get'the fellow ready for a bump, argue from the other viewpoint; that comparatively paint isn't high, and lumber isn't high, when you consider that it is a good, safe investment that you are offering; probably the best that his money could possibly buy.

Sell your customers to BUY-NOT to WAIT.

DON'T utter negative arguments'that make them change their minds about building.

$75 FOR A SKILLET OF BEANS

Last su'mmer two rnen were camping in the Klamath National Forest. The weather was clear and hot and the woods like tinder.

Noontime came. Among the dry pine needles they built a fire to warm their skillet of beans.

As they sat down to enjoy their meal, a Forest Ranger rode up and asked for their campfire permit. The men had failed to get one. thit s-tittet of boans cost them just $75. rcauhrlY bY lf you crnrot rrit for hin-aeil or wiro your ordcr or inquirior diroct to

So the othei day they told their story to a Federal District Judge in San Francisco.

MORAL: BE SURE TO GET A CAMPFIRE PERMIT BEFORE YOU BUILD A FIRE ON A NATIONAL FOREST IN CALIFORNIA.

K. WOOD LUMBER CO.

Northwcdetn Bank Bldg. Portland' Orc. For shipments out of Bay Digtrict Writc, Phonc or Wirc our O6cc rt Frederick & King Str" - Oekland, Crl.