A friend of mine is the president
of a big ice company, but he is not so much interested in cooling
people's food as in warming their hearts with his genuine brotherhood
for all men. There isn't much prospect for anybody to sell him "a cold
business proposition," even though he is a dealer in ice.
[Sidenote: Hobbies]
Do not, however, make a "hobby of hobbies." Only the _big_ hobbies of
your man are worth especial study. Never harp on any of his little
idiosyncracies. He may be sensitive about being eccentric. It is bad
salesmanship to _pretend_ an interest in another person's whims. You
cannot use his hobbies to help your prospects _unless you share his
feelings_ to a considerable degree. My friend who believes and practices
the doctrine that all men are brothers would be sure to detect quickly a
false humanitarian bent on a selfish purpose to exploit his hobby.
As already has been emphasized, the object of the good salesman when
prospecting is to discover the lacks of men who might benefit from the
things he has to sell.
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