Pick your nose, not your prospects

A salesman in a large city complained that he could not meet with any success. He talked the matter over with the sales manager and here’s what the sales manager said:

Don’t try to pick out your prospects. You don’t realize that in some store where you think a man would not be interested would be found the very man who would buy your product. You cannot tell from the sign on a man’s door whether he wants to buy your goods or not. Go in and explain your proposition to all the men that you can. Before you get through you will find some prospects to whom you can make sales.

Qualify, yes. Pick and discard before talking? No!