Ben on Virtue and Maturity -- DeWese
Wanna sell? Wanna grow up? Don’t overeat or drink until you’re soused! Don’t get mad at the Mañana Man. This is Ben talking.
“2) Silence: Speak not but what may benefit others or yourself. Avoid trifling conversation.” Adults and great salespeople listen. They ask questions and then shut up to listen to others. The objective is to learn and to make the other person feel important. If Ben was alive today, he would tell us to avoid trifling Web surfing, video games and cable TV surfing. I marvel at how productive print salespeople would be if they learn to ask good, indirect questions and to limit “trifling” activities. I worry when I walk into a printing company sales office and all the PC screens are displaying Solitaire.
“3) Order: Let all your things have their places. Let each part of your business have its time.” Adults and great salespeople are always well-organized. Good organization creates more time to sell... and to make deposits at the bank.
“4) Resolution: Resolve to perform what you ought. Perform without fail what you resolve.” I never said Ben Franklin was a great writer. People in the 18th Century talked funny, which is why we probably never learned these lessons very well. Franklin is telling us to keep our promises, especially those we make to ourselves.
I always visualize to foresee some outcome that I am seeking. I keep the promise. It frequently takes a hell of a long time to achieve.
“5) Frugality: Make no expense, but do good to others or yourself, i.e., waste nothing.” I fail this Franklinism completely. My extravagance is key to my immaturity. It has been my undoing all my life. I guess I’m trying to buy love.
“6) Industry: Lose no time. Be always employed in something useful. Cut off all unnecessary actions.” Printing salespeople are supposed to be visiting customers, speaking with customers, researching new customers, communicating customer orders to the plant and not administering the office NCAA Basketball Tournament pool.