Judge — September 5, 1931 — page 21: what you’re looking at

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

steak to take down the swelling from the sock I will hand you,” I snaps at the goof. “T did not come here to fight with you, light of my old age,” Jack “but to show you a book entitled ‘Secrets of Salesmanship’.” Now, it scems that a gentleman came into the Plumbers’ and Mechanics’ Bridge and Whist Club with a fine load aboard and he starts right in knocking off very potent and important drinks. ‘k tries to steer him to some drinks not so important. “You should try our beer,” Jack “It is very delicious and is grown in our own back yard. It is good for you, and will put a curl in your hair, a song in your voice and a spring in your walk. It is much better than that dynamite you have been stowing away.” “No, m'boy,” the ‘gentleman says, “you may keep your beer as I am well atisfied with your very lovely rye. That beer is probably three or four days old nd I hate that old stale stuff. ow I see this rye is still in its in v— nice and fresh... . You are a bum sales- man, m'boy. Take this book and learn something. It tells the secret of sales- manship and maybe you can learn some- thing from it.” The gentleman is quite stiff by now, but he gives Jack the book before he folds up. That is the book Jack has brung over for me to feast my orbs on, and I must say that my idea of a hot time is not sitting around the flat reading about the secret of salesmanship and I am more interested in buying than sell- ing. Like, for instance, Jack buying « couple of ducats for a movie, but he JUDGE would rather read this book to me, Jack reads, “ ‘When you face prospect, look at him i I ask Jack what that means, and he tells me quite disgustedly, that it means that you should not look at the prospect like he was a foul ball, but, instead, you should be nice and give him the glad eye. He reads on, “ ‘You should find out what he is interested in, and talk to him about that. For in- stance, if he is an egg candler, alk to him about eggs. If he is a glue peddler, talk about glue. If he grows egg-plants, talk to him about egg-plants’.” “But suppose you don't know gratiatin Speakeasy Proprirtor—Sorry, boys, but you'll have to come back tomor- row—I’'m padlocked today. “Gad, only one more week an’ then I get my vacation.” “S'matter? Can’t ya see th’ lights?” 19 nothing about them thing: I ask my * wonderful muscle man. He is very sore. “You would bring that up. But never mind, listen to this: ‘You should not be too friend- ly, but you should not be too distant. You should be dressed well, but not too well. You should let him do most of the talking, but you do your shar Listen, jelly fish,” I ask, “are you trying to make this guy or trying to sell him something?” “You are trying to break down his sales resistance,” Jack says. ‘And it is a good book for you to read, be- cause you can try it out at the hosiery counter, “Yeah,” I says, “like if a woman comes up to the counter to buy a pair of hose I should ask her does she like (Continued on page 25) comicbooks.com