Beau Brummell was guilty in this respect, when he was once asked by a lady if he would "take a cup of tea." "Thank you," said he, "I never take anything but physic." "I beg your pardon," said the hostess, "you also take liberties."
There is a story that Henry Luttrell had sat long in the Irish Parliament, but no one knew his precise age. Lady Holland, without regard to considerations of courtesy, one day said to him point-blank, "Now, we are all dying to know how old you are. Just tell me." Luttrell answered very gravely, "It is an odd question, but as you, Lady Holland, ask it, I don't mind telling you. If I live till next year, I shall be—devilish old!"
The art of story-telling is not taught specifically, hence there are comparatively few people who can tell a story without violating some of the rules which experience recommends. But the right use of story-telling should be encouraged as an ornament of conversation, and a valuable auxiliary to effective public address. Many people might excel as story-tellers if they would devote a little time to suggestions such as are offered here. It is not a difficult art, but like every other subject requires study and application.
The best counsel for public speakers in the matter of story-telling may be summed up as follows: Know your story thoroughly; test your story by telling it to some one in advance; adapt your story to the special circumstances; be concise, omitting non-essentials; have ready more stories than you intend to use, because if you should speak at the end of the list you may find that your best story has been told by a previous speaker; and, finally, always stop when you have made a hit.
TALKING IN SALESMANSHIP
The salesman depends for his success primarily upon his talking ability. Obviously, what he offers for sale must have intrinsic merit, and he should possess a thorough knowledge of his wares. But in order to secure the best results from his efforts, he must know how to talk well.
All the general requirements for good conversation apply equally to the needs of the salesman. He should have a pleasant speaking voice and an agreeable manner, a vocabulary of useful and appropriate words, and the ability to put things clearly and convincingly.
It should be a golden rule of the salesman never to argue with the customer. He may explain and reason, and use all the persuasive phraseology at his command, but he must not permit himself for a single instant to engage in controversy. To argue is fatal to successful salesmanship.