Closing The Sale - Fathers Like This

• Situation: Sometimes after giving it your best canvass regarding our character building books for children the literature evangelist still faces doubters across the table.

• How To Handle It: At this time you must have something in reserve and one of my favorites is the story of the 17 Cowards found in the Bedtime Stories volume one. Key on its significant points and you may witness key mood changing results. Tell how the baseball went right through the meanest lady in town's front window, scattering a playground full of boys.

• What To Say: "Mr. Prospect, only one father went back with his boy to fix the window."
• "After fixing the window, Bill said, 'How come she wasn't mean like everyone said was?'"
• "'Boys say those things because they don't understand,' said father, 'By the way Bill don't you feel good that you have done the right thing, the brave thing?'"
• "'Do I,' said Bill, 'I could jump clear over the moon.'"
• "Mr. Prospect, our books are not for everybody, what we need to find is the father who would go back with his son to make things right."

These techniques are from Glen Striemer's excellent book "Keys To Colporteur Success". Glen has successfully placed over $1.75 million worth of books into homes during his career as a colporteur. You can reach him at http://www.colporteur.ca Reproduced with permission.