Some things Never Change

I came upon this book, while visiting some antique shops with my wife. It is a 1927 book on selling. Moreover, a traveling salesman handbook. While I cannot imagine traveling in 1927 for sales, I can imagine trying to do it without email, internet, CRM or GPS.

But what interested me in this 95 year old book and kept my attention, was the simplicity of sales that has not changed much over this long period of time, while everything around us has.

We have myriad of sales practices today, and a plethora of books discussing the best sales practices. While I have read many of those books, It's interesting that the chapters of this relic are as important as today, as they were in 1927. Here are the chapters and brief discussion.

1. Begin by Talking Him - Learn your customers' hobbies, personal likes and dislikes
2. Use More Ear and Less Tongue
3. Put Service Before Samples - Study your customer's Problems and Needs
4. Mention Quality before Price -
5. Don't take No for a Final Answer -
6. Get down to Brass Tacks Quickly -
7. Build goodwill for your Firm - Sell your company as well as your goods
8. Constantly Search for New Markets - Look for new business
9. Classify Your time - Best Hours to make a sale
10. Keep Mentally and Physically Fit -
11. Have a Stout Heart -
12. Create Welcomes for Yourself - turn your customers into Friends

Sales is and always will be about understanding your customer. Helping them understand their issues and arriving at a solution that is both mutually beneficial for their company and yours. It's been that way since 1927.