Approaching the client

In calling on a customer the correct mental attitude, in my judgment, is to expect the order immediately — on the spot. We are all acquainted with salesmen who can work up a prospect beauti fully, but have difficulty in closing the business. My opinion is that this is often due to mental attitude. The salesman has not sold the goods to himself — he has not convinced himself that now is the time the order should be closed. The cultiva tion of the correct mental attitude will be found very essential. — C. H. Sudler