Dollars and Sense | Page 5

to the next train, talks of his rheumatism, goes to
bed at eight o'clock, and the next day goes through the same rigmarole.
We have all seen these old codgers who have retired. They are not
happy because they have quit their life's habit of work, and are rusting
out.
Occupation is the plan of nature to keep man happy, so when you have
all the money you need, have some occupation or hobby to occupy
your time.
The man who retires from any active work is merely counting the days
until he dies.
When old age comes and your body or brain won't let you do or care
for as much as you could in your younger days, then get lighter work or
lighter cares.
Keep busy if it is only raising chickens or gardening, or studying
astronomy or botany.
Keep at it as long as you can. Die in the harness instead of fading
slowly away.
Cultivate the reading habit in your younger days that it may be a
pleasant occupation when your legs and hands grow feeble with age.
When you quit work or occupation of some sort then life has no beauty
for you.

Stand When Selling
You can make your point clearer, you can talk with more force, you can
impress and convince your customer better if you stand while he is
seated.
Have you ever noticed that when you are seated and the other fellow is

standing it puts you at a disadvantage? Try it some time.
Have you not noticed that if you are seated and your adversary is
standing, when you get enthusiastic and wish to combat his argument,
it is impossible for you to get in your best licks while you are seated?
You involuntarily rise when you make your strong points and are full
of your subject.
How far would a life insurance man or an advertising man get if he sat
down and leaned back and relaxed while talking to you?
You will observe that the good solicitor declines with thanks your
proffered chair. He stands up, he knows the value of standing.
By the relation between his standing and you sitting it makes him a
positive and you a negative force. He forces--you receive.
How much would an orator impress his audience if he delivered his
lecture in a sitting posture?
You cannot combat argument very well if you are sitting, nor can you
convince others as well sitting as standing.
When you call on a customer carry a busy air with you. Stand up. Talk
straight from the shoulder. Make your point and claims clear. Place
your position or proposition definitely, forcefully and quickly before
your customer. Make a good get-away when you have accomplished
your purpose.
If you don't land him the first time, get away anyway. Let him see that
your time is money, and that you appreciate that his time is money, too.
Don't visit. Gracefully and politely decline the chair that is offered; say
that your limit of time and disinclination to trespass require your stay to
be brief.
Stand. Keep busy and active. Get away quickly, and you will be
welcome next time.

The short stayer is a welcome guest. He may not land his customers as
quickly, but in the end he will land more customers, and hold them
closer and retain them longer than the tedious, visiting, social bore who
sits and sits and sits.

The Best Vantage Ground
In closing a contract or settling a dispute it makes considerable
difference whether you are in the other fellow's office or in your own.
The man in whose office the transaction takes place has the decided
advantage.
If you have a disputed bill, or if you wish to make a contract for
material or merchandise use every effort to get the other man in your
office. When you go to another office you are on the aggressive, when
another man comes to your office you are on the defensive.
It is great diplomacy to get the man you deal with to come to you
instead of going to him. In proportion as you are diplomatic you will be
able to benefit.
If you meet the other man in a club, hotel or a place outside of your
office or the other man's office, then the vantage ground is even and
neither has the best of it so far as location is concerned.
Starting from an even vantage ground the advantage shifts greatly one
way or the other according to whether you go or the other man comes.
Railroad officials, bankers and great merchants realize the importance
of having the vantage ground in their favor.
The merchant, for instance, has private rooms and regular office hours
for his buyers, and he lets