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Updated: June 29, 2025
First and foremost in volume and effect is the Philippic or iconoclastic article, mingling in varying proportions the resounding musical cadences of Ingersollian oratory and the pungent, audacious epigrammatic twists on which Hubbard, with cleverer salesmanship, built a more profitable, if not more noble, fame.
They include high-pressure salesmanship which creates cycles of overproduction within given industries and consequent recessions in production until such time as the surplus is consumed; the use of patent laws to enable larger corporations to maintain high prices and withhold from the public the advantages of the progress of science; unfair competition which drives the smaller producer out of business locally, regionally or even on a national scale; intimidation of local or state government to prevent the enactment of laws for the protection of labor by threatening to move elsewhere; the shifting of actual production from one locality or region to another in pursuit of the cheapest wage scale.
Behind his sing-song of patter as he knocks down a piece of useless bric-a-brac he must be able to remain cool, remain calculating, remain like a hawk prepared to pounce upon his prey. Passion for him must be no more than a mask; anger, sorrow, despair, ecstasy no more than the devices of salesmanship.
There are many more "Don'ts" for the salesman but I shall leave you to figure out the rest of them for yourself but just one more: DON'T be ashamed that you are a salesman! Salesmanship is just as much a profession as law, medicine, or anything else, and salesmanship also has its reward.
But his ideas of real estate values, of the adaptation of properties to purchasers, of the details of a real estate transaction and of salesmanship were so vague and so impractical that if he ever succeeded in selling a piece of real estate, we have not yet heard of it.
Conrad Lyte for the virtue of employing a broker who had Vision and who understood Talking Points, Strategic Values, Key Situations, Underappraisals, and the Psychology of Salesmanship. Lyte came to the conference exultantly. He was fond of Babbitt, this morning, and called him "old hoss."
One large establishment reports that only one third of their staff become skilled in salesmanship. Another famous firm of employers says that twenty-five per cent. of their girls do not improve, another twenty-five per cent. are only fairly satisfactory, while fifty per cent. are satisfactory. The girl who enters the employment of a store should determine to become a skilled saleswoman.
He will judge you and your manuscript on merits; if he does not, he will not long continue to be an editor. Don't attempt to spring any correspondence school salesmanship on a real editor. Learn what real salesmanship is, from a real salesman who may sell bacon, or steel or motor cars instead of manuscripts. He lives down your street, perhaps. Have a talk with him.
"In the handling of almost every sale there is a point beyond which the customer begins to flounder and show indecision. "The weak salesman leads him on and on with no stopping point no place to close and the prospective sale fades to a 'just looking today' excuse. "This is a universal fault among retail clerks. "The test of salesmanship is in closing a sale. "Be a closer!
The price ranged up or down, below or above the one-hundred-twenty mark. That is, if a package contained two hundred forty hanks, its value was just double what it would have been if merely standard. Robert Owen knew fabrics before he began to spin. First, he was a salesman. Second, he made the things he could sell. The one supremely difficult thing in business is salesmanship.
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