They hurry away.
Our sales are regulated largely by the amount of time spent in the presence of prospects. Many salesmen can increase their efficiency greatly by realizing this fact and keeping it in mind each day in planning their work. An hour a day more time spent in the presence of prospects means a con siderable percentage of increased selling time, for not many hours a day are actually spent talking to prospects. We hear a good deal these days about hard work, and it is true that not many work to their full capacity, but it is well also to give attention to the quality of our work. Some salesmen accomplish more in eight hours than others in fifteen, due sometimes, it is true, to difference in ability, but this difference in ability is often only the ability to plan their work better and spend more time with prospects. — H. E. Baker