Indianapolis Times, Indianapolis, Marion County, 8 August 1951 — Page 10

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test hitters In “How did he eyer do that?” I asked, doubtfully. “Burkett made up his mind ‘he was going to learn how to hit,” sald Tommy, “so he went out to the ball park every morning and hit three hundred

4 balls, He paid some boys a few

nickels to chase them while one boy pitched ‘em up. Jesse didn’t try to slug the ball, but he practiced a free, smooth swing, until his timing became rfect.” Phat story sounded too good. 1 had to see it for myself. Sol Jooked up the records: Only two players ever had batted over 400 in more than one season. One of them was Lajole. The other was Jesse Burkett! - # s 1 GOT SO excited about the {dea I tried to get a few of the other players on the team to try it with me, but they told me 1 was crazy. But my roommate, Ivy (Reds) Wingo, a catcher from Norcross, Georgia, sald he'd like to try it. So we got hold of some boys who were glad to earn a few nickels, and went

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and I each hit 300 balls. Wé put some pretty big corns on our hands, but out~ side of that, it didn’t hurt us a bit, and we had a lot of fun

doing it. That summer Reds and I

were both sold to the St. Louis Cardinals. Now what has that got to do with your business? Just this: years later after I gave up |

for a couple of years, a big, handsome Southerner pamed Fred Hagen, was transferred

‘office, to Philahelphia. ~ Fred had a’ million-dollar

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EDITOR'S NOTE: This is the last installment of a series taken from the best seller, “How I Raised Myself From Fallure to Success!”

smile and personality, but all his selling experience had been among Southern farmers, so he had to develop some new sales talks. He began practicing them on me. It was the same idea I first Jearmed In baseball, I told Fred the story about Jesse Burkett and about “Reds” Wingo and myself hitting three hundred balls, Fred became enthusiastic about the idea and insisted that I deliver my talks to him. We kept on giving our talks to each other, until we knew them backwards. I got so that I loved to give them. I wanted to give a sales talk to everybody I met! | Results? I began making more calls. When a salesman stops making enough calfs, frequently the real reason is that he has lost interest and enthusiasm for own sales story. . o ” 9 A: NEWSPAPERMAN called backstage one night to interview John Barrymore after his 56th performance of Hamlet. He had to walt an hour and a half until after rehearsal. When the great actor finally appearéd, the reporter said: “Mr. Barrymore, I'm surprised that you would need a rehearsal after 56 nverformances on Broadway. Why, you're being acclaimed the greatest Hamlet of all time and a genius of the stage!” “Listen,” Mr, Barrymore said. “Do you want to know the truth? For five months, nine hours every day, I read, re-read, studied, and recited that part. I thought I'd never.get it into my head. Several times I wanted to quit. I thought I'd missed

mistake for me ever to have gone into acting. Yes, a .year ago, I wanted to quit, and now they are calling me a genius. Isn't that ridiculous?” I was in a slump at the time I«read that story. It prompted me to ask our manager to let me give a sales demonstration before our agency. From the

way he looked, I guess he'd

never had anyone ask for it Lefore, That put me on the spot, so I rehearsed it, and rehearsed, and rehearsed. As my talk improved, I put more punch into i I got more excited about Shortly after I gave the demonstration, I closed a large sale

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made if I hadn’t gone through all-those.rehearsals. Every time I have been asked to dramatize a sales interview before any group, I have benefited more— far more, probably—than my audience. .

» ” NOT LONG before he died, Knute Rockne, famous football coach of Notre Dame, gave one most practical messages I've ever read. Here was his conclu sion:

“You can’t develop perfeetion by looking in your mirror and congratulating your company for taking you on. You've got to DRILL and DRILL and DRILL.”

That's what saved John

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. 4

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Room-Stretching Exercise

Most decorating problems arise in poorly proportioned rooms. If your room is too

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it appear larger, to give it a sense of proportion and an alr of spaclousness, Unbroken background color in pale receding tone on walls and woodwork will work wonders In giving added space illuston. Still “more space seemingly gained by using the same color in adjoining rooms Wall - to - wall carpeting a <hade deeper than walls makes “oor space seem surprisingly ‘arger, Window treatment should be ent simple, draperies a shade naler than floor covering. Mirrors can perform miracles in eamouflaging bad proportions. Large mirrors hung on ~nposite walls will make =a ~uare. room. appear oblong. “Yeyver grouping of furniture »=A Ingenions use of corners

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; The Know-How |

quit, helped him to be acclaimec the great Hamlet of his day, That's what raised Jesse Burkett from a weak hitter to one of baseball's immortals. Yes, that’s what helped me get out of the minors and put me in the majors in baseball, and in selling. ;

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