Cosh ln On Curiosiry

By G. F. Hoppe Insulite Soles Promotion Monoger

Not long ago I boarded a bus for a trip from Knoxville, Tennessee, to Gatlinburg. A fellow got on before the bus departed and tried to sell pillows. He called out in a loud voice-"Pillows, twenty-five cents. Your last chance to buy a pillow."

He didn't sell a one. Why? Because he didn't become curious enough to find out why the people on the bus really needed pillows.

The pillow salesman could have built a real sales story to cash in on that need. "Rest your wearv head on a soft, white pillow and arrive at Gatlinburg completely refreshed-only twenty-five cents." With that approach he may have sold all the pillows he had.

Curiosity-a genuine interest in the other fellow-can be a top selling tool, but it takes practice to successfully use.

Have you tried to buy an automobile lately? Maybe you had the same experience I did recently I went in to look at one of the larger automobiles. On the showroom floor was a canoe. Just being curious, I asked the dealer how mu,ch he wanted for the canoe and he replied that if I bought the car on the floor he would knock $600 off the price of the car and throw in the canoe for nothing.

Never once did he open the door and ask me to sit on the nice, soft, foam-rubber cushions or raise the hood to show me the gleaming power plant underneath. The auto salesman showed no desire to find out what kind of a car I might be interested in. He wasn't curious enough to ask if I rvanted the car for business or pleasure, how many people in my family, what color I might like. I

He simply failed to cash in on my original curiosity in the car !

Let's take a look at our orvn business. Do rve honestly try to "Cash in on Curiosity?" Do rve find out t'hy a customer or prospect should do business vr,'ith us ? Do rve plant thought provoking ideas in people's minds to arouse their curiosity? Do lve get the other fellorv's point of view ?

Perhaps, like the pillow and auto salesman, u'e too have been guilty. We may lack the extra push that spells greater success. Curiosity can give us that push-the curiosity of genu,ine interest in other people !

We have the product knowledge. We knor,v our bnsiness from A to Z. We know what people need tvhen they come to us for help. How do we handle a prospect or customer when he comes in to see us?

Here's how a successful dealer I know handles a prospect.

When a fellow comes in for a can of paint he asks him what he intends to paint. He finds out what he is going to use it for. He asks a lot of cluestions and before the customer leaves he sells him the paint, some sandpaper or steel wool, some putty, a brush and paint brush cleaner and some turpentine.

A man and his wife entered another yard I visited recently and said they wanted to fix up an upstairs room. Tl.rey wanted to look at some interior finish materials.

Before the dealer would show them a thing he asked a lot of questions like, "What side of the house is the room on North, South, East or West ?" Why, because he wanted to determine what ,color they should be interested in.

He asked if the room or area was finished off. or if it is an open area. He asked the size of the room. Then he proceeded to show them samples and explain the products in detail.

He didn't take their orrCer, but arranged to visit the people that night ancl look over the room. Then he sold them a real bill of goods !

\Ve can plant the seed of interest in i>rospects u-ith adr-ertising, sales promotion and personal contacts. Then, to success{ully follor.l. up this interest. \\'e must be curious.

Time has brought a great change in this business of selling building materials. Today, \\'e must continue to:

Find out the needs of our customers ancl ltrosltects.

Strir,e to get the custom"r'5 yigurpoint.

Find cut t-hv n'e lost the last order so that \\'e \\-on't lose the next.

Be interested ir-r people to the about them.

Remember, u'e're in business tcr in those we serve u'ill enable us to

Appointed Sqles Monoger

point of being curious serr.e others. Interest "Cash in on Curiosity !"

J. C. Rassenfoss, president and general manager of the Irickering Lumber Corporation. Standard, Calif., has announced the promotion of Don Higgins. n'ho for the past tu'o years has been assistant sales manager, to the position of sales manager.

Don Bufkin, Hobbs \\rall Lumber Company, Los Angeles, spent several days during the month of April in San Francisco and Northern California on a combined bnsiness and pleasure trip. He n'as accompanied by N{rs. Bufkin.

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It keeps Pine, Fir, White Pine, Redwood ond Hordwoods neqrer to lheir originol color thqn ony olher Spor finish.

We guarantee lull sofisfocfion. ColI us Jor trial order.

PAINT

CO.