6
Talks to S
By MISS DIANA HIRSCHLER, LL. D.
(.Expert Trainer in Salesmanship)
Generating Selling Optimism
Mr. Salesman has the dyspepsia.
Certainly a man has a right to have
liia own dyspepsia if he wants to—he
pays the price for it, and a heavy one,
at that.
Well no, not exactly; a salesman be
longs to (lie public. If he can get the
dyspepsia and not make the public
i.elp him pay for it has has the argu
ment 011 his side. The trouble is, in
spite of dictionaries, dyspepsia be
longs not to the digestion alone, but
also to the temper. It colors the
mental outlook blue.
When the mind has been thoroughly
steeped in blueing it is not well to air
it in public.
The mind must be present in selling
if the sales-person really wishes to
make a record. Of course, a record is
sometimes forced upon a sales-person
in spite of himself, but such luck does
not become epidemic.
In brief, dyspepsia pinches the tem
per of the seller —and what is more
disastrous to good selling than a
nipped temper?
Occasionally the customer thinks he
has a right to have the dyspepsia,
too; and I don't know but that he has
this right in so far as the store is con
cerned. He does not belong to the
store, but the store belongs to him.
When dyspepsia meets dyspepsia look
out for that sales-record. Then does
the thing that is crying to be sold
hold its breath to see who comes out
on top.
Did you, Mr. Salesman, ever realize
how it concerns your duty to the pub
lie to chew your food so that chunks
of it do not make your digestive ap
paratus goon a strike? Nature has
given you wonderful machines to pre
pare the food so that it will feed the
various parts of the body with good
red blood. She asks you not to make
it too hard for these machines by neg
lecting to use the mill in your mouth
that is there for grinding the food.
The teeth are the hardest materials
In the body and are meant to do good
service before the food reaches those
organs which you do not have to
Round Trip Cincinnati to Florida Free
I will pay your railroad fare to Hiiliard, Florida, from Cincinnati, or any point south or east of Cincinnati, any day during February or March,
if you buy just one of the 240-10-acre truck farms in the 3 MILE LIMIT, now offered at the bed-rock price of S2I an acre—s2lo for ten acres
34 Cts. a Day Buys a 10-Acre Farm
in the North Florida Fruit and Truck Farm district, which will pay $3,000 to $5,000 a year, located within 1-2 to 3 miles of Hiiliard, a live
town on the Atlantic Coast Line Railroad—3o miles from Jacksonville, Florida.
Winter tourist rates in effect daily from Cincinnati. More than 300 Illinois, Indiana and Ohio men have taken advantage of our free round trip
to Florida and bought over 500 farms, and these 240 FARMS WITHIN THE 3 MILE LIMIT will be grabbed up in 10 days.
Read this advertisement carefully. Send reservation ooupon to-day.
North Florida is the land of fruits and vegetables—North Florida produces the finest celery in the world- North Florida
attracts every visitor by its sunny, balmy winter days and its ideal summer weather-North Florida has all the money mak
ing, vegetable and fruit growing possibilities of the warmer central and southern parts of Florida with the exception of
pineapple and banana growing-North Florida has 365 growing days and nights a year for fruits and vegetables—North
Florida is recognized as "America's greatest fruit and vegetable garden" —North Florida offers a better all the year climate
I■„ , <■ ,I„ ,■ioff tii iu th« » ~r r I and more healthful sea-breeze air and a more ideal place for home life the
I will send you full details of this oner the moment 1 LAKE I . - .. ...
t receive the coupon cut from the lower comer of thin L J year around for men, women and children than any other place in America
u,V v ( / - North Florida holds rare opportunities for a man of limited means.
% to 3 miles of Hiiliard. \
When these 240 farm* within tlie 3 MILE LIMIT are \ -U\P^
soldthere will not be another farm available as near Ay 7 icu Vflllll RAIIVCR or lawyer about the safety
Hilliaril in the North Florida Fruit and Truck Farm . \ / MoK TUUH EANKttI t iut tollind i
district for lens than fctO an acre as the price will iiu- 1 ..J V.w.toliU Cnll . under its euarantee by the Chicago Title A Trust
mediately advance on every farm to that figure 1 B6SI FTUIt SnO VB£6t&Qi3 iOil ( 'ompany, and satisfy yourself. The Chicago Title A
We will not resell your farm for less than *3O an ■ worlrl Rirh rlarlc aandv loam / \ Trust Company will issue a deed and guarantee title
acre and no fa»ms will be veseTved for anyone unless 1 til the world. KIC&, dark, aanay
is'r"Mil'wilf r b d etr a ea d terinTue I No Irrigation Neotittf I JfO H YOU DON'T HAVE TO IRRIGATE,
= n r wl«h 15.00 is received It be treated in like ■ Bomches of r?m evfaJtfciffiEUted )* watch the heavens for rain. There Is no c?,ance tor
Ten days from the time this advertisement is pub- 1 fwL n J failure of crop. The rainfall in Northern Florida
lished in the newspapers of Ohio, Indiana and 1 rn g n v- A averages 80 inches and comes every month in the
Kentucky there will not be one of these 240 farms re- 1 Dig r rOllloi in VlUpb MJ*J \t\T year. It always has rained 80 inches or more as long
maining unsold. We know this because the demand I y QU D roduce at tllA time when the as any farmer, now living in Florida, can remember,
lor these farms in our North Florida Fruit and Truck 1 * and always will.
Farm district is increasing daily and we have only 1 DriCCS are nlgll ancl aemana Heavy, 112 x£#.W, y ou owo it to yourself to take advantage of this
240 remaining farms unsold within the 3 MILK LIMIT. ol That's why Florida faimers are getting *"/hV\c*Po cl opportunity. There never was a time when a laud
I will send you a portfolio of pictures of the farms, ol CWAIdOV/1 , c . rich. 1 Si company would pay the railroad fare of a purchaser
the new improvements, the town of Hiiliard, and a EVAN3vILi-fc • 1 (ft I from Cincinnati and points east and south, of as small
i»ook about the wonderful development of truck farm- Z| C. K Farmer. Benton Har- /I a tract as 10 acres at the bed rock price of 121 an acre,
ing in Northern Florida I will set aside for you the X| bor. Michlaavt: "If 1 lold f* n More than ftoo farms have been sold in less than six
nearest town lot to the Post Office and Public Square Ol ail I know A>out north Florida k|o months and we will sell these 240 farms in the 3 MILE
available at the time your coupon and 15.00 for reser- 1 the peopltiwould leave our vd LIMIT at 921 an acre and then advance the price to
vatton is received. The <6.00 will be applied on the I town in te|\jnd twenties." qIX f3O an acre. I am, therefore, willing to apply the
purchase price of a farm and according to our con- Ol . R Dijodlsl-tfflnosville O *W amount of your round trip ticket from Cincinnati to
tract you have 90 days in which to investigate and if «"1 J' ' — r jLIZ, ar#;ril | ar ' *• sf» \ ~ Hiiliard, Florida, to your monthly payments if you buy
every statement made by us is not exactly as repre- % Q f t h« best if l u ono of t hes ® 2^o farms in the 3 MILE LIMIT, because
sented you can have your money back In accordance % nnt in th« it.tn -M* cn I know you can help me sell to a half dozen others in
with our contract. \ 2 Florida "l 112 vour neighborhood after you return from your trip of
My ofTer to refund to you the full amount of the round ' !*• q\j \ investigation and purchase. Write a letter or postal
trip* ticket, Cincinnati to Hiiliard, any day during Feb- w\ J. H. FishetlTJ. Recovery, +W An? 1 and mail it today, and I will send the plat of the laud
ruary and March, on the purchase of one or more OV Ohio, says: is any J) and the book with pictures of the land, pictures of the
farms, is made so you can fully investigate this tand heaven on edrt£it most be *lO # # • town of Hiiliard, and pictures of growing truck farms
to your entire satisfaction. in north shall re- JJ*" absolutely free. No obligation on your part to buy: or
The winter tourist rates are in effect daily during torn to my farm soon 0 J send me the reservation coupon. I will do everything
February and Mareh and you should take advantage as I can sell he lc/O Icy CI* 9 *• to give you the fullest assurance that an investigation
of these rates any day to suit your convenience and fl* r lhe «PP or tnnity we offer you is worth while, but
arrangements will be made for vour accommodation l;J WILMINQTOM space in this advertisement will not permit me togo
at our headquarters at Hiiliard free of expense to you % if? further into detail.
until yoq have seen the land and made a satisfactory investigation. % I will give you full particulars regarding the payment of
My proposition to pay your railroad fare is good any day during Feb \° *l® your railroad fare, how and why we do this, and will send you
ruary and March. I will arrange so you can secure 10 acres of this land \*3- ■ / * schedule of the winter tourist railroad rates.
in lhe heart of the North Florida Fruit and Truck Farm District, % f Please writ© at once—now. It will cost you but a2c
within the it MILK LIMIT, near Jacksonville, at 110 a month, and . Im» jjr J stamp to find out and satisfy yourself that this adver
besides I will give you a building lot 25x125 feet absolutely free in the VATUANTA I>l n tisement Is true, every word of it, and that you can
town of Hiiliard .adjoining these farms. Many fruit and truck farms gf J absolutely earn on this land from $3,000 to} 5,000
In the Jacksonville district net $250 to WOO per acre every year. TV arl £ yearly. Just say in your letter or postal: "Send 112
—■■■_ . _ -, _ . pn _ __ . CHABLESTOB me particulars about the North Florida Fruit S
THIS IS THE KINO YOU BUY AT $lO PER MONTH. B?"at X. \ ybSj and Truck Farms," or justsiei!rthe^reservation /
_ , r . f-. . . , » , . gieat j coupon and enclose with it &>.OO, P. O. or ex- 112
AUanuc Coast cities ami cities as far west as °maha depend absolutely on the X \ Sf\W press order. Address me personally. /
Florida Fruit and Truck farms for early February, March and April strawberries, \ CI y f--
celery, Irish potatoes, cabbage, lettuce and radishes? With one of these farms f
you can have an income that can be depcudedon year after year and you caugct ■ /«• 112
it if you save Just 110 a mouth. L 111 I/'ill
10IITEDEST Ml K0 TMES F. W. WMUWOII
Farms are in the iii-arl »»f civilization near Jacksonville and less than two miles ***& ■* V v
from the Atlantic Coast Line By., which has a big twenty-car switch track at Hiiliard, a HIIjLIAIU) <S%y
city with telegraph, loii({ distance telephone, two schools, churches, three general stores, IHWIn] rrfiSlQCnf uOinWall
and these North Florida Fruit and Truck Farms Joiu on to and are a part of this StVyACK3ONVILLE r- ■
(frowi„tf town. 3 T AUQusTiNB Farm Land Co. ••
WHAT TEN ACRES MEANS TO YOU' FIRST -A making inve«tn.ent and a /
TfnHl ICnHu rl m tHliO IU IUU. home in the tinest all year 'round ciiinate \
in the world. Northern Florida is warm in winter and there are no extremes of heat \ \ 1537 FltSt National eyx'V e vv^Y
in summer. \ \ / /
SECOND You can make a Rood living, eat June vegetables and fruits in January and \ \ Batik B dp' •' •'
sell your crops for cash, and earn from $3,000 to $6,000 each year. S fA U B" OW v vAJ®
THIRD These North Florida Fruit and Truck Farms are all upland, no swamps, rich \ V| 112 /
sand loam and will urow the tinest fruits and vegetables surer, better and more to the I \\ ftL! wTy s ° /
ai re than In oilier section of the South. Every acre in every 10-aere farm is tillable land / \V UlllCatUi jrA-»"/
FOURTH You don't have to know farmiup; to miike one of these 10-acre farms pay you big money. I Vl fs? / '' / /
FIFTH You can hold it as an Investment and sell at 100% advance by the end of the lirst year l«» 111 /0 <' •'Vv* V •' *' •' 112
HEIE IS WHAT MY COMPMY OFFERS YOlh IfKXK&'uT„r 1 S» 7 \ /'JW" ///" / /
these tv>ucre North Florida Fruit and Truck farios a certificate of purchase which is issued by the VVa / > / /' 4 / /' .•
Chicago Title & Trust Co.; capital $5,000,000. 17 Mf * 112 i'' / /' /
The title to the entire tract is lieid in trust for the -benefit of purchasers by the Chicago Title <t Trust 1 112 J* •' / /
Company, one of the Bafest and beut guarantee title and trust companies in the United States. Y •*' *
bother about directing: tlio stomach,
the liver, the pancreas, the spleen,
all take care of themselves if you only
do not impede them.
The one thing that does impede
them is to throw down a lot of food
without tearing it up and mixing it
into a pulp in the mouth. They make
it mighty uncomfortable for you in
consequence if you don't.
Again, do you realize that you are
surrounded with air—that this air is a
good thing for you to breathe both day
and night? One would think it was
poison from the way people cramp
their chests to avoid it —they take
such little stingy gasps of it.
Air is needed in the body, else we
would not have been born with a mag
nificent pair of bellows —the lungs—
with which to take it in. Do you ima
gine any part of us was made for
fun? Both the inside of the body and
the outside were meant to be well
aired, and unless they are well aired
beware of good-nature and continuous
optimism, so necessary to selling
goods week in and week out.
A big, generous breath, besides sup
plying air to purify, sets muscles in
motion that give natural exercise to
those digestive organs which cause us
so much trouble. This exercise helps
them in their own strenuous activity
of digesting an underdone potato and
an overdone beefsteak.
Do be generous with yourself in
breathing. Air costs nothing but ef
fort, and that only at first, for after a
time you would no more do without
splendid deep breathing than you
would do without washing your face.
Out of doors and in street cars
count seven, the magic number, while
you are inhaling, and feel your trunk
and chest expand as if it were a bal
loon. Then hold your breath to the
count of three, and count seven while
you breathe out. You know you are
not breathing out the same air you
have breathed in. That air has been
eagerly absorbed by yourself to help
in the making of rich, red blood. You
are breathing out impurities such as,
CAMERON COUNTY PRESS, THURSDAY, FEBRUARY 18, 1909
If retained, give you a headache that
la often converted into a lost sale.
You excuse yourself to yourself by
saying that you have a headache, when
what you really have Is poison be
cause of your laziness in not inhaling
fresh air and breathing out un-fresh
air.
Breathe the same way behind the
counter. Don't make excuse that the
air is not fresh. It is better to keep
our breathing machine active with
half-pure air than to shut it off with
only a miserly bit of exercise.
Remember also that the chest is the
box in which the lungs are kept. If
you squeeze it in througl\ a bad stand
ing position, rounding the shoulders,
the air cannot get into the body.
When you inhale, lift your head up
as if you were not ashamed of living.
Hold it well up at the crown. Then it
does not drag down on the lung-box.
And, by the way, when you are through
exhaling, keep it that way. Ixiok the
whole world in the face with a direct
look. This pulls up the muscles of
the chest.
Always hold the chest well up and
forward, as if you were ready to move
instantly. This lifts it so the air can
get into the space beneath. Now you
are ready to breathe.
If your breathing stopped suddenly
you would lose your job, wouldn't you?
Then it is equally true that if you
breathe little you are less capable of
holding your job. If you breathe much,
you fire capable of holding it; for the
body is necessary in selling goods.
You can't bring your mind into your
department without it. And for the
best selling, your body must be all
there and not in part.
You are born in air, you live in air,
you move about in it and would step
down and out without it.
Then, all together, one, two, three,
breathe.
(Copyright, 1908, by Joseph B. Bowles.)
But Soon.
"Come, don't be foolish," said the
i pretty young wife, "he's merely an old
| flame of mine."
"Indeed!" cried her aged but rich
husband. "I'll warrant you dream
of his tender advances yet."
"No," she replied, with a faraway
! look, "not yet."—The Catholic Stand
! ard and Times.
Well, Do They?
"Papa."
"Yes, Willie."
"Papa, when the cannibals eat a
man do they save his Adam's apple
i for dessert?"
TRIES PATIENCE OP CURATOR.
Too Many People Are Interested In
Mistake of Potter.
A curator up at the Metropolitan
museum is threatened with insanity,
the cause being a small misnamed ex
hibit in the gallery outside his office
door.
"Twenty times a day," declared the
harassed man, "people discover that
that china statuette out in the Frank
lin collection is named Gen. Washing
ton instead of Benjamin Franklin.
Then they burst in here and announce
their discovery and wonder that no
one ever noticed it before. Half my
time i 3 spent in explaining that we
know it well; that it was simply a
mistake of the poller who labeled it in
France over a century ago, and that
we cannot change it, nor wouldn't if
we could.
"Of course J tell them this courteous
ly and patiently, and you know what a
strain that is when you are going over
the same thing for the thousandth
time! I'd latch the door only there
are too many employes seeking me all
day long; so here I must sit and listen
to the names of George Washington
and Benjamin Franklin repeated a mil
lion times, till I wish that neither of
those glorious patriots had ever lived.
And it's driving ma insane, I tell you,
it's driving me insane!"
Just then the door opened and a
lady popped in with:
"There's a statue out here named
Gen. Washington, but I'm sure—"
And the weary curator, being a south
erner, rose smilingly to his task.—
New York Times.
The Tactful suitor.
A youth in Trenton, whose devotion
to the young woman of his choice has
encountered many obstacles during
his long courtship, recently sought
her out with this apparently encourag
ing statement:
"I think it's all right now, Alice. I
man&ged to get access to your father
the other day, and while he wouldn't
exactly give his consent I rather
imagine I've made some headway. He
borrowed S4O of me. Surely he can't
stand me off much longer after that!"
The young woman sighed. "Yes,
I've heard about it," she said, "and I
think you've made an awful mess of
it. Father mentioned the S4O and re
marked that I'd better give you up—
you were too easy."—Harper's Weekly.
The first time a girl is engaged she
imagines that she is as important as
the heroine in a novel.
S Th« Place U Bay Che&f )
5 J. F. PARSONS' 5
llSsz
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DR. 8. D. BLAND
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BWARSOR IHIUNATIO SURE COMPART, Vj
Dept. BV. ISO lake Street, Rj
Tf.lf nmn Gives you the reading matter is
# £?© miOittG which you have the greatest in
- iii .... ■ terest —the home news. It* every
issue will prove a welcome visitor to every member of the family- I*
should head your list of newspaper and periodical subscriptions.
G.SCHMIDT'S,^
HEADQUARTERS POR
FRESH BREAD,
J popular " L z u . n
1 #
CONFECTIONERY
Dally Delivery. All orders given prompt and
skillful attention.
Enlarging Your Business
If you are in annually, and then carefully
business and you note the effect it has in in-
Ink want to make creasing your volume of busi« i
CMfci ink more money you ness; whether a 10, 20 or so
? .-,r JB will read every P®r cent increase. If you
word we have to watch this gain from year to
say. Are you y° u W 'H become intensely in«
Jp3 EgS spending your terested in your advertising,
§M money for ad- and how you can make it ea
ff vertising in hap- large your business.
HF n hazard fashion If you try this method w«
Ua as if intended believe you will not want to '
for charity, or do you adver- let a single issue of this paper
tise for direct results? goto press without something
Did you ever stop to think from your store,
how your advertising can be k® pleased to havo
made a source of profit to call on us « and we wiU
you, and how its value can be take pleasure in explaining
measured in dollars and our annual contract for so
cents. If you have not, you many inches, and how it can be
are throwing money away. U6ed in whatever amount that
Advertising is a modern seams necessary to you.
business necessity, but must If you can sell goods over
be conducted on business the counter we can also show
principles. If you are not you why this paper will best
l satisfied with your advertising serve your interests when you
you should set aside a certain want to reach the people of
amount of money to be spent this community.
JOB PRINTING
can do that class just a
little cheaper than the other fellow. Wedding invitations, letter heads, bill heads,
sale bills, statements, dodgers, cards, etc., all receive the same careful treatmen!
—just a little better than seems necessary. Prompt delivery always.
If you are a business man,
did you ever think of the field
of opportunity that advertis
ing opens to you? There is
almost no limit to the possi
bilities of your business if you
study how to turn trade into
your store. If you are not get
ting your share of the business
of your community there's a
reason. People go where they
are attracted where they
know what they can get and
how much it is told for. If
you make direct statements in
your advertising see to it that
you are able to fulfill every
promise you make. You will
add to your business reputa
tion and hold your customers.
It will not cost as much to run
your ad in this paper as you
think. It is the persistent ad
vertiser who gets there. Have
something in tke paper every
issue, no matter how small.
We will be pleased to quote
you our advertising rates, par
ticularly on the year's busi
ness.
t.- ■■ ■
MAKE YOUR APPEAL
A to the public through the
Bji columns of this paper.
MKT** With every issue it carries
e3g % its message into the homes
1 and lives of the people.
Your competitor has hi*
store news in this issue. Why don't
you have yours? Don't blame the
people for flocking to his store.
They know what he has.