• The Sales "Influencers"

    Scroll down for weekly posts, highlighting the brilliance (or oddities) that were the 19th century's sales thought leaders.

    September 24th, 2020

    Frank Farrington

    The Successful Salesman


    So, for this week’s #ThrowbackThursday #SalesHistory post, I went deep into his 1918 book, 𝘛𝘩𝘦 𝘚𝘶𝘤𝘤𝘦𝘴𝘴𝘧𝘶𝘭 𝘚𝘢𝘭𝘦𝘴𝘮𝘢𝘯 - which is both timeless and entertaining.

    • Even back then, it was rare that a sales professional “chose that line of work deliberately because they liked to sell goods and because they thought themselves naturally fitted for the occupation”.
    • If nobody wanted to be in sales, then why are so many good at it?
    • Those who do, “learn salesmanship as they would learn any other profession.” (referring to lawyers, doctors, etc.)
    • And to be one of the great ones?

    “The first qualification...is the desire to become one, the wish to get on to the higher ground.”


    Those who are great “never entertain the idea that he has learned all he really needs to know about his work”.

    Timeless! And even more timeless?


    Back then, like today, too much time was spent “learning much that is not worth learning”, polishing off the rant with this quote pictured above.


    “Literary sewers” has officially entered my phraseology, and I have Frank Farrington to thank for that!