Life — December 9, 1926 — page 41: what you’re looking at

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

Life 39 Mister Babbitt Addresses the Rowanis Club “ AS I said to my good friend Tompkins on the way LX down here, ‘If I thought they were going to call on me for a speech, I'd have had something prepared,’ but of course, we're all here together, and that reminds me of the little Jewish boy who said to his father, who was also Jewish, ha, ha, ‘Father, what is business ethics?’ and the father says, ‘If a fellow was to buy a suit for thirty dollars, and when he goes to pay for it, an extra ten-spot sticks to the bills he counts out and he don’t notice it, well, Ikey, business ethics is “Should I put the money in my pocket or should I ring it up on the register and give my partner half?’ But what we need in America to-day is more co-operation. Now to go into the subject of co-operation is to talk on a tre- mendously BIG subject and one that I shall not have time to touch on to-d It’s what we all need and it doesn't matter what you are selling, if it is insurance, real estate, pianos, coffins or carpet tacks. Sometimes in the mornings when it’s raining, you might say to your- self, ss I won't go down to the office to-day—it’s a bad day’—now I want to tell you that no man ever made le in his bungalow and no matter what your product man on the job who gets the name on the Hoover says our foreign trade is getting bigger eve ‘ar and that is a subject that I would like to talk longer about but the time is getting short and I don't want to keep you gentlemen from the money that I know you are all going to make this afternoon. Yes- terday I closed a deal that I had worked on for two months. This prospect's daughter told me one night at a roadhouse that her father liked Peruna cigarettes. So during my approach, and to-day the approach is 871% per cent. of the sale, during the approach, I stuck the pack of cigs at the frosty old gent and says, ‘Have a Peruna,’ and say, you should have seen the old boy warm up to that. Well, to make a long story short, I walked out of his office with THAT contract. That, gentlemen, is psychology, a BIG subject, and I am sorry that there isn’t time for me to talk to you more to-day about that. What IS psychology? It's a big subject, and no matter if you are selling washing ma- chines or shaving cream or Oriental rugs or radios, it is something you can use and every one of you ought to be able to say that he studied psychology at some time or other. But as I say it is a BIG subject and I am sorry that the time is so short and that I cannot talk to you more about it to-day. That reminds me of a bright saying of little , my youngest kiddie, when we were trying to make her go to bed one night by promising to take her to a matinee the following Satur- day. Well, sir, little Elsie comes back with ‘You can’t sell me on that idea.’ This only goes to show that even our kiddies realize that everybody must be a salesman. Wagner the great composer was a salesman, Billy Sunday is a salesman, Moses was a salesman. The science of selling is a BIG subject and I am sorry that the time is so short because I would like to talk to you more about the science of selling. But I don’t want to keep you gentlemen from the money that I know you are all going to make this afternoon. I thank you.” Donald Bachart. is, it’s the dotted line. Easing the Strain I RS WYMP: Oh, Rodney—the landlord was in here this evening to see about that sag in the floor in the living-room. Mr. Wymp: What'd he say? Mrs. Wymp: He said for us to stop laying the Sunday paper on that particular spot. HAV. “‘Surcpe over A) - * Sporig eee BY train or steamship the trip is delighttul and at the Sevilla Biltmore you taste the charm of Havana life. Here is the gayety of Paris within easy reach. Cuba's delightful climate inten- sifies your enjoyment of outdoor sports. There are delightful shops, historic places to visit, the Opera, racing and Jai-Alai for your en- tertainment. For reservations cable or write the Sevilla Biltmore, Havana. mat ©, Americans require no passports. - ht % SEVILLA> BILTMORE —————. O ON THE PRADO AI Bowman Biltmore Institution JOHN McENTEE BOWMAN~Fhee js like a Hole-in-@ for ve ct.7 IT WORKED!!! HE snow-storm of ‘‘kupes’’ in response to our mere mention of the fact that we are going to use LIFE this winter indicates the interest in this great resort on the part of LIFE'S readers. It's a great town! Every day here gives you that “hole-in-one” feeling. Golf, tennis, roque, trap-shooting, bowling, riding, motor- racing, fishing, in fact almost any sport you may enjoy is available. Concerts by world’s greatest artists, Grand Opera and daily band concerts furnish entertainment. The climate is absolutely the ‘last word"! There is plenty of room and rates are reason- able. Address Room 78, Cham. ot Com. Building, Daytona Beach, Florida. rg Chamber of Commerce, Deytona Death, Florida: Please Send Booklet adovt your Perfect Winters to EBJOUFFRET~Vice Pres. NAME w- we — eee comicbooks.com