If you see a man is busy with someone else, or with something in particular--wait for him. Don't break into his occupation, until he looks up and gives you the psychological signal to proceed. Never interrupt another salesman who may be talking to the prospect. This is not only a point in fair play and business courtesy, but is very good business policy in addition. When you begin your introductory talk, get right to the point, and don't beat around the bush as so many do. Get down to business--get over the agony of suspense--take the plunge. Remember always, that to the prospect your little story is not as stale or stereotyped as it may be to you--so put earnestness into it, and tell it just as if you were relating it for the first time to someone who had requested it from you. Maintain _your_ interest, if you would arouse that of the prospect. Never commit the folly of asking a prospect: "Are you busy?" or, "I fear you are busy, sir?" This is a very bad suggestion for the prospect, and makes it easy for him to say "Yes!" You mould bullets for him to fire at you. If he really _is_ too busy to give you the proper attention, you may do well to tell him so, and then get out--but never suggest anything of this kind to him if you expect to proceed. It is akin to the doleful "You don't want to buy any matches, sir, do you?" of the forlorn vendors of small articles who float into offices at times. Never make it easy for a prospect to turn you down--or out. If he is going to do these things, make him work hard to do it. This might seem like needless advice, but many young salesmen commit this particular fault. Avoid the apologetic attitude and manner--you have nothing to apologize for. You are using up _your_ time as much as the prospect's time--let it go at that. Never apologize for anything but a fault or mistake. Your call is not a fault or a mistake--unless you make it so by assuming it to be such. Some men would like to apologize for being alive, but they never make salesmen. Be careful what adverse suggestions you may put into the prospect's mind by this apologizing and "explaining" business. What's the use of this nonsense anyway--it never sold any goods, and never will. It is merely a sign of weakness and lack of nerve. Better stop it. The trouble with these apologetic and explanatory fellows is that they do not thoroughly believe in the merit of their propositions. If they really believed as they should--if they had "sold themselves"--they would realize that the prospect needs their goods, and, that although he might not know it now, he is being done a favor by having his attention called to them. A Salesman has no need to apologize to a customer, unless he has need to apologize to himself--and if he is not right on the latter score he had better change his line and get something to sell that he is not ashamed of, or get out of the business altogether. No man ever feels ashamed of anything in which he thoroughly believes and appreciates.