The Kodak Salesman . buying that which will give-youthe most value for the money is not an expense, but an in-vestment. Naturally, an investmentmeans a little more money put which saves money al-ways seems expensive when we firstconsider it. It isnt a question ofwhether you can afford to buy, butwhether you can afford NOT tobuy. It is only wealthy people whocan afford to buy things which d-^not last and do not give service. I cannot conclude this articlewithout warning you on one else you do. DONT sayyour price is high on account ofthe war. Everybody knows
The Kodak Salesman . buying that which will give-youthe most value for the money is not an expense, but an in-vestment. Naturally, an investmentmeans a little more money put which saves money al-ways seems expensive when we firstconsider it. It isnt a question ofwhether you can afford to buy, butwhether you can afford NOT tobuy. It is only wealthy people whocan afford to buy things which d-^not last and do not give service. I cannot conclude this articlewithout warning you on one else you do. DONT sayyour price is high on account ofthe war. Everybody knows thatchanging conditions to-day haveraised the prices of almost every-thing. You can mention the chang-ing conditions if you want to, butdont mention the war. People wantto forget it.—From How To Be aBetter Salesman and Earn BiqqerPay. Remember this: Repeat order^come only from satisfied custom-ers. Dont get down-hearted becauseyou happen to make a time a smart man makes amistake he learns •iut if lue Jdiiie lliiih^iijippeii3 tv/ice it cea^e3 lo Le dii iicci- The Affirmative Mood A LWAYS put your questions to the prospect in the affir-l\. mative so he will just naturally answer with aYes. For example: You understand this, dont you? Answer—Yes,This is perfectJN clear to you, isnt it? Answer—Yes. Thats a strong feature, isnt it? Answer—* like that idea, dont you? Answer— really like to have that instrument, wouldn^tyou? Answer Yes. This is the way to get the prospect into an afl&rmativemood. It is the way to make it easy to say Yes at thecritical moment. It is eliminating the negative from hi«system. Always cast your questions m a form that naturalbdraws Yes for an answer. Make a hahit of doing thisand note the result. UeKODAK SALESMAN
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