HOW TO KICK THE WORRY

can sell. Teach them how to buy a bottle of soap for two dollars and
sell it for three. Right down the street, because your market is next
door. You don’t have to go very far. Teach kids how to knock on
doors. “Mrs. Brown, I’ve got this soap, it’s the finest in the world.”
Teach them how to do that, and then teach them all the advantages
of being a kid.
Some people will buy from you just because you are little.
They will. It’s an advantage, and the smaller, the better. So, teach
them how to be little. And you have to hurry because you won’t be
little forever. Get out there and take advantage. So the little kid
knocks on the door and says “Mrs. Brown, I’ve got this soap, it only
costs three dollars and it’s the best there is, and I’m your neighbor,
I can take care of you. You should buy it. And besides I’m little.”
Mrs. Brown says, “Hey I appreciate you coming by, that’s really
nice, I appreciate that. But look, I’ve already got plenty of soap.”
The little kid says, ‘Let me come in and check.’ Kids don’t mind
doing that. They know how to overcome objections; you don’t need
to give them classes. They’re incredible.