Judge — September 6, 1924 — page 36: what you’re looking at

Machine-transcribed from the original scan — historical spelling and the odd misread are preserved.

The Secret that Tripled My Sales How I stepped into the big-money class, just as soon as I woke up and learned the true principles of quick and easy selling = A Photograpls by Bachrach ie 'AKE up, Roger!” The sharp command aroused me from a comfortable nap I was taking in a club car on the Sante Fe. It was Bill Burdick who had called me, and who dropped into the seat beside me. Bill is the star salesman of the Everitt- Seaman Company, and is said to be cleaning up about $18,000 a year. I had always admired and envied Bill. He took life so easily. He never seemed to be hurried or worried, nor to work half as hard as I did, but he earned three times as much money. It was a mystery to me. I couldn't fathom it at all. Bill is not particularly well-educated. He certainly is not brilliant nor good looking, nor is he an especially careful dresser. Yet he seems to make a hit everywhere. At least he gets the business, earns big money, and has the respect and confidence of all who know him, and those are the things that count. This was the first time I had had a chance to have a good talk with Bill for more than a year, and I took advantage of it to discover the secret of his success as a salesman. I had rather expected to hear a long sermon on study, application, persistence, experience, etc. But no, Bill had no sermon to deliver. He told me how, after plugging along for years by haphazard, hit-or-miss, rule-of-thumb methods, he ran across the Mackintosh System of Selling—a system that gave him the simple fundamental secrets of success. Bill had a copy of the System with him, which he gave me. I began reading it at once, and it was a revelation to me. The simplicity—the power—the practicality—of the Mackintosh System really dazzled me. It seemed too simple—and too good—to be true. But I made up my mind that I would discard every selling idea I was using, every plan and knack of getting orders I was then following, and would give the Mackintosh System a thorough try-out. By Roger Farrer I studied the System very carefully over that week-end, and I started out the follow- ing Monday morning to put my new found knowledge to the test. To say that I was astounded at the results is putting it miidly. I booked orders with an ease that reall startled me. It seemed like a trick. pinched myself to be sure that I was really awake and selling the same old line of goods. Then, doubt getting the better of me, I said: ‘I guess I am fooling myself. What's happened is that I have struck a lot of people this week that any dub could sell.” ut sales kept up the next week—and the next—and the next. The System worked! And it worked with increasing effectiveness as I learned more and more how to use it. And now I am doing three times the business I was before Bill Burdick woke me up on the train, and I don’t feel that I am working nearly so hard. Now I don't see any reason on earth why every reader of this magazine, who is trying to sell anything—merchandise or only per- sonal services—should not profit by the Mackintosh System of Selling, just as I have done. It costs very little to secure this System and it can be learned ‘n a few hours’ time. I firmly believe that Mackintosh has worked out the big, important, bed-rock principles of selling. And I believe that failure to recog- nize and use these principles is the real reason why so many salesmen never get above making a mere living. The Mackintosh System should be in the hands of everyone who has anything to sell. And, when you stop to think of it, that means most all of us, for we are all salesmen. We are all trying to sell something to somebody, if it is only ourselves—our services—our ideas— our personality. Charles Henry Mackintosh," the author of this successful system of selling, is himself one of the world’s star salesmen. For a number of years he was Sales and Advertising Counselor of LaSalle Extension University. He is now an independent Sales and Advertising Counse- lor in Chicago, and has as clients many leading business houses throughout the entire country. He has been honored with the presidency of the Associated Advertising Clubs of the World. In one year he traveled 47,886 miles and delivered addresses on Advertising and Selling before. 273 clubs, conventions, colleges, high- schools, etc, His work has inspired over half a million lines of newspaper publicity from Maine to California. Here are a few brief comments about this remarkable man: “Mr. Mackintosh is recognized as one of the foremost business experts of the world.""—Porlland Oregonian. “The highest authority on adverti and selling in the country."—-Grand Rapids Herald. “He is an expert in salesmanship." —A ppleton (Wis.) Post. ‘Mackintosh delivered one of the best rapid fire business talks ever heard in Topeka." Topeka (Kan.) Journal. ‘Forceful argument for education of sales people.”—Three Rivers (Mich.) Commercial. ‘Mackintosh is one of the leading exponents of modern salesmanship in America. Portland (Ore.) Telegram. Read these extracts from letters by prom- inent business men: “You will be interested to know that four of our leading manufacturing concerns have revolutionized their sales methods because of the counsel received from you,"—Willam Brockhausen, President Ad- vertising Club, San Antonio, Tex. ‘Mackintosh has done much’ work for my companies, and his work and talents have been satisfactory to the highest degree."—A- W. Hartman, President Duluth Edison Electric Co., Duluth, Minn. “I was so much interested in your speech at the New England Conference that I wonder whether you have written anything on the subject which you handled in such a masterly fashion. Can you tell me where I may be able to acquire some of the matter with which you are so thoroughly familiar?"—S. R. Lalshaw, Advertising Director, The Butterick Publishing Co., New York. “Not less than four or five managers of our largest establishments stated that if they had Known the character of your talk they would have had all their department managers present and as many of their salespeople as possible."—G. W. Preston, President Advertising Club, Cincinnati, io. No matter what you have to sell, if it is only your own services, you should get and examine the Mackintosh System of Selling, at once. Unlike many things you have probably read, it is not a mass of theories and speculations. It is plain, down-to-the-earth logic. It is common-sense brass-tacks from start to finish. Like all other sciences, selling is based on fundamental laws which govern it. Ignorance of these laws is the reason so many salesmen fail to ‘bring home the bacon.’ So, no matter what you are selling—even if you are selling only your services as stenog- rapher, bookkeeper, clerk or what-not—you need the Mackintosh System to guide you. It is not only valuable in selling merchandise. It.will show you how to sell yourself—your services—for the highest possible market price. No matter what you have to sell the Mackintosh System applies. But you do not need to take my word for this. You can investigate and judg> for your- self. Do not send any money. Simply sign and mail the coupon, and the complete Mackintosh System of Selling will be sent to you at once, all charges prepaid. Then examine the System and see for yourself just what it can do for you. Then if you do not feel it is one of the best things you ever got hold of, simply remail it. On the other hand, if you are as delighted with it as are other men and women who have profited by this great secret of selling, send only $3 in full payment. Be prompt. Act now. If you want to sell your goods or your services to the best possible advantage, you cannot afford to turn thi page without arranging to at least examine this marvelous System of Selling. Therefore, because of its great importancee— because there is no risk—because you have so much to gain—because you cannot possibly lose—mail the coupon now—before you turn this page—before you forget. Let the Mack- intosh System of Selling show you how to double and triple your selling ability. Ameri- can Business Builders, Dept. M-379, 1133 Broadway, New York. American Business Builders, Dept. M-379 1133 Broadway. New York City ‘ I am always on the lookout for anything that will increase my selling ability and I would like to look over the Mackintosh System of Selling. Send it to me at once. If, after examination, I want to keep the System, I will send you $3'in full payment. Otherwise 'I will remail it to you within five days and owe you nothing. comicbooks.com