Make Sure You Know Better --Dickeson

I said it was painful. Read Harris DeWese, in the adjoining column, about increasing your sales. He's our wise owl.

Yes, Harris, there are lots of ways to increase sales volume, along with getting out there and selling something. There's the offer that can't be refused; personal relationship selling; persistence; finding out the prospect's real needs; meeting objections. There are dozens of techniques. Many, if not most of them, involve taking a job from another printer—stealing market share. That's not a comfortable thing for a columnist addressing all printers in the industry to say, is it? You handle that hot potato, Brother DeWese.