The Studs Lonigan Trilogy - James T. Farrell [408]
“We don’t want coming to us the type of man who cries he’s licked before he has even started, and who blames his failure on the business depression. A business depression is a smart man’s opportunity. Too many people, today, are crying they’re licked and not putting forth their best efforts. Well, that only means so much more opportunity for the live-wire. It’s the time for him to plug, while others whine. It gives him less real competition in selling and if he throws his heart and soul into his efforts and his sales talks, he wins out, just because of the simple fact that so many of his rivals are beating themselves by whining. It is worth repeating that today is the smart man’s opportunity. Today is the time for the real, high-class salesman to show his real mettle. And any man can sell if he has the courage and ambition to make a live-wire of himself. The stuff is there in every man. The question is, if you’ll pardon my language, whether he’s got the guts to bring it out.”
Studs squirmed in his chair. Guts. Well, he. had the guts. Studs Lonigan had guts, even if he had nothing else.
“Why, today so many people are whining, and whimpering, and prostrating themselves to Old Man Gloom, that the good salesman has an ocean of clear sailing ahead of him. Because this country is not licked and it won’t be. And the service the good salesman can perform for this country today is to show it that it isn’t licked. What we lack today is confidence. It is contagious. It peps up the sales prospect. Because people, even though they whine and whimper, sigh and decry and put faces on a yard long, cry out that times are bad and they’re licked, people still don’t want to believe it. They want to have faith. They want confidence. And remember this, they are going to pay the man who gives them confidence and faith. This is the one cardinal principle of salesmanship, the principle of the irradiation of confidence,” Mr. Peters emphasized with a snapping gesture of his right fist.
“Yes, I think you’re right... But now, what is the proposition?” Studs asked, trying to make his tone of voice circumspect.
“I’m coming to that,” the man said, knitting his brows.
Studs was sure it was all bull. But Jesus, if it only wasn’t, if he only could knock off sixty a week. Then he wouldn’t have to be marrying Catherine like a damned gigolo.
“Now, to continue, I have here the kind of proposition that only a real salesman wants. If you’re not a real salesman, you don’t want this proposition, and there is no need of pro-longing our interview. Now, do you have faith enough in yourself to believe that you can bring out that something in you that is the makings, the basis of real salesmanship?”
Trying to conceal his surprise under the man’s direct stare and pointing finger, Studs shook his head in affirmation.
“Well, speak up!” Mr. Peters said frettingly. “Speak up! You know a real salesman has to be able to talk. Nodding your head, you know, that’s not a positive answer. You got to speak out straight from the shoulder, crisp, straight, hard language. Even when you only say yes and no, you should say them with a punch.”
“Well, I think so. I haven’t ever sold, but I’d like to know what this business is, and then we could see.”
“That’s the idea. Now, if you want to handle our product, you got to be a real salesman. But if you are, there’s big money waiting for you... Are you married?”
“I’m getting married.”
“And you want a job. Well, you’ve come to the right place. If you’re the right person, you’ll have no further worries. With the money you’ll earn on our product, you’ll be able to furnish that little love nest for yourself and the little girl. And you know what you need for smooth sailing on the stormy seas of matrimony? Money. As I have said, if you’re the right kind, if you can speak up, always dance on your toes, grasp your opportunities, he a character psychologist on sight, read a man’s mind, see the weak spots, the Achilles heel in his armor and drive