If I should drop in on a man, without an appointment, I simply say: “Mr. Wilson, my name is Bettger, Frank Bettger, of the Fidelity Mutual Life Insurance Company. Your friend, Vic Ridenour, asked me to stop in and see you the next time I was in your neighborhood. Can you talk for a few minutes now, or would you rather I call later?” Usually he will say: “Go ahead” or, “What did you want to talk to me about?” “You!” is my reply. “What about me?” he generally asks. Right there is the critical moment of the approach. If you’re not prepared to answer this question immediately, and satisfactorily,
...more
