Napoleon Hill

This man had never tried to sell securities and frankly admitted, when he entered the salesmanship class, that he was not a salesman.

Let's see whether he was or not. After he had finished his training, one of the "star" salesmen took a notion to play a practical joke on him, believing him to be a credulous person who would believe all that he heard, so this "star" gave him an inside "tip" as to where he would be able to sell some securities without any great effort.

This star would make the sale himself, so he said; but the man to whom he referred as being a likely purchaser was an ordinary artist who would purchase with so little urging that he, being a "star," did not wish to waste his time on him. The newly made salesman was delighted to receive the "tip," and, forthwith, he was on his way to make the sale.

As soon as he was out of the office, the "star" gathered the other "stars" around him and told of the joke he was playing; for in reality the artist was a very wealthy man and the "star," himself, had spent nearly a month trying to sell him, but without success. It then developed that all of the "stars" of that particular group had called on this same artist but had failed to interest him. The newly made salesman was gone about an hour and a half.

When he returned he found the "stars" waiting for him with smiles on their faces. To their surprise, the newly made salesman also wore a broad smile on his face. The "stars" looked at each other inquiringly, for they had expected that this "green" man would not return in a joyful mood. "Well, did you sell to your man?" inquired the originator of this "joke."

"Certainly," replied the uninitiated one, "and I found that artist to be all you said he was - a perfect gentleman and a very interesting man."

Reaching into his pocket he pulled out an order and a check for $2,000.00. The "stars" wanted to know how he did it.

"Oh, it wasn't difficult," replied the newly made salesman; "I just walked in and talked to him a few minutes and he brought up the subject of the securities himself, and said he wanted to purchase; therefore, I really did not sell to him - he purchased of his own accord."