You can learn a lot from a book seller

Years ago, a friend of mine sold books door to door.  He was a very successful salesman and all of the new salesmen spent a few days with him learning the ropes.

One day my friend and a novice salesman were going door to door, selling books.   They came to the first house.  The novice looked in the window and saw that there were no books in the living room.  “This is the perfect place to sell books,” he said.  “They don’t have any.  They need books.”

My friend grabbed his novice salesman by the arm and left the house.  “Why did you do that,” the novice said.  “They didn’t have any books.  They needed books.”

My friend didn’t say a word, just directed the novice to the next house.  The novice looked in the window and saw several books in the living room.   “We won’t sell any books here,” he said dejected  “They already have a lot.”

My friend replied, “we’ll sell lots of books here.  You sell books to people who buy books.”

The novice never forgot that lesson.  You sell books to people who buy books.