Hardware merchandising October-December 1910 . hat is,mere talking. Theres got to be some-shing back of it, and something in frontof it, too. The thing in front is a re-ceptive listener. One of the best salesmen I know is aquiet, unobtrusive fellow who drops in-to a farm-house, sits by the fireside, in-terjects half a dozen words now and then 37 into the farmers conversation aboutcrops, and—well, before he or anyoneelse knows it, Mr. Farmer has bought astove, or a buggy, or a piano. And thefun of it is that nobody else seems quiteso surprised about it as the quiet, unob-trusive man himself, wh
Hardware merchandising October-December 1910 . hat is,mere talking. Theres got to be some-shing back of it, and something in frontof it, too. The thing in front is a re-ceptive listener. One of the best salesmen I know is aquiet, unobtrusive fellow who drops in-to a farm-house, sits by the fireside, in-terjects half a dozen words now and then 37 into the farmers conversation aboutcrops, and—well, before he or anyoneelse knows it, Mr. Farmer has bought astove, or a buggy, or a piano. And thefun of it is that nobody else seems quiteso surprised about it as the quiet, unob-trusive man himself, who hasnt spokenas many words from start to finish asIve taken to tell you about him. While the farmers been discussingcrops, the quiet mans been than that, hes been mentallyreaching out, testing the sound-waves,getting his wireless apparatus intotouch with the farmers. And whenhis , or whatever the wireless peo-ple call it, goes across the interveningspace, the farmer shoots back an in-stant response : Piano ?—lets see. Let the other fellow do some talking. what its like, and in a minute or twotheres nothing to do but pocket the firstinstalment and the accompanying liennotes and move on to the next victim ofwireless wiles. The quiet mans practicing conservation—conservation of conversation. He letsMr. Farmer do the talking, and he letsMr. Farmer think, too, that Mr. Far-mers been doing the thinking. The onlything Mr. Roadman does is the selling—and he can go over the country in thetrail of other Roadmen with the gift ofgab, and sell more stuff in one trip thanthey could sell in three of four. And hesells it so that it will stick, just be-cause he makes the farmer want to buyit—which is the best (in fact, the only)way to sell. HARDWARE AND METAL CANADIAN METAL MARKETS See Itemized Market Quotations on Page 66. MARKETS IN BRIEF. Montreal. Tin- Advance of 2c. Domestic Lead—Advance of 10c. Toronto. Im Je advance. Advances predicted in putty and tur-p
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