"When he came into the store he stood just inside the doorway, and kept glancing sidewise at his car?"
"Well, instead of going to him, you looked at him and waited for him to come over to you. Now, never do that again, for it is bad salesmanship. We want to express to our customers by our words and actions that we are glad to have them visit our store, and that we approach them more than half way. Now, for us to stand still and make a customer walk right up to us at the end of the counter is not expressing that attitude, is it?"
Jim was silent.
"Whenever a customer comes into the store, always go to him. The very act of walking toward the customer makes him feel more at ease; and incidentally, when you get a customer like the one you had, don't ask him to come to the rear of the store as you did, for he was nervous about his car. Instead, you should bring the article to him—that is, if it is some small article that can be easily brought.
"Now, this is apparently only a little matter, but you know most big things are made up of a bunch of little ones, aren't they? If you'll just remember that, Jim, I'll be much obliged to you."
And with this kindly admonition he dismissed Jim.
I wished I had the ability to give helpful suggestions like that.
I made some remark to Mr. Barker about that, and he said:
"If my salespeople are not successful, I am to blame, not they. I am in my position because I have, or am supposed to have, more knowledge of business and selling than they, and it is up to me to pass my knowledge out to them, and to help them to become better salesmen. I believe that, if ever a man wants to find out who is responsible for his failure, he should look at the fellow he shaves in the morning."