At this point an Irishman of saturnine appearance rose from his desk near the rear of the hall and went out.
“That man thinks he’ll go look for it in the beer parlor around the corner. (Laughter.) He won’t find it there. Once upon a time I looked for it there myself (laughter), but that was before I did what every one of you men no matter how young or how old, how poor or how rich (a faint ripple of satirical laughter), can do. It was before I found—myself!
“Now I wonder if any of you men know what a ‘Heart Talk’ is. A ‘Heart Talk’ is a little book in which I started, about five years ago, to write down what I had discovered were the principal reasons for a man’s failure and the principal reasons for a man’s success—from John D. Rockerfeller back to John D. Napoleon (laughter), and before that, back in the days when Abel sold his birthright for a mess of pottage. There are now one hundred of these ‘Heart Talks.’ Those of you who are sincere, who are interested in our proposition, above all who are dissatisfied with the way things are breaking for you at present will be handed one to take home with you as you go out yonder door this afternoon.
“Now in my own pocket I have four letters just received concerning ‘Heart Talks.’ These letters have names signed to them that are familiar in every household in the U.S.A. Listen to this one from Detroit:
“Dear Mr. Carleton:
“I want to order three thousand more copies of ‘Heart Talks’ for distribution among my salesmen. They have done more for getting work out of the men than any bonus proposition ever considered. I read them myself constantly, and I desire to heartily congratulate you on getting at the roots of the biggest problem that faces our generation today—the problem of salesmanship. The rock bottom on which the country is founded is the problem of salesmanship. With many felicitations I am
He brought the name out in three long booming triumphancies—pausing for it to produce its magical effect. Then he read two more letters, one from a manufacturer of vacuum cleaners and one from the president of the Great Northern Doily Company.
“And now,” he continued, “I’m going to tell you in a few words what the proposition is that’s going to make those of you who go into it in the right spirit. Simply put, it’s this: ‘Heart Talks’ have been incorporated as a company. We’re going to put these little pamphlets into the hands of every big business organization, every salesman, and every man who knows—I don’t say ‘thinks,’ I say ‘knows’—that he can sell! We are offering some of the stock of the ‘Heart Talks’ concern upon the market, and in order that the distribution may be as wide as possible, and in order also that we can furnish a living, concrete, flesh-and-blood example of what salesmanship is, or rather what it may be, we’re going to give those of you who are the real thing a chance to sell that stock. Now, I don’t care what you’ve tried to sell before or how you’ve tried to sell it. It don’t matter how old you are or how young you are. I only want to know two things—first, do you want success, and, second, will you work for it?
“My name is Sammy Carleton. Not ‘Mr.’ Carleton, but just plain Sammy. I’m a regular no-nonsense man with no fancy frills about me. I want you to call me Sammy.
“Now this is all I’m going to say to you today. Tomorrow I want those of you who have thought it over and have read the copy of ‘Heart Talks’ which will be given to you at the door, to come back to this same room at this same time, then we’ll go into the proposition further and I’ll explain to you what I’ve found the principles of success to be. I’m going to make you feel that you and you and you can sell!”
Mr. Carleton’s voice echoed for a moment through the hall and then died away. To the stamping of many feet Anthony was pushed and jostled with the crowd out of the room.
Further Adventures with “Heart Talks”
With an accompaniment of ironic laughter Anthony told Gloria the story of his commercial adventure. But she listened without amusement.
“You’re going to give up again?” she demanded coldly.
“Why—you don’t expect me to—”
“I never expected anything of you.”
He hesitated.
“Well—I can’t see the slightest benefit in laughing myself sick over this sort of affair. If there’s anything older than the old story, it’s the new twist.”
It required an astonishing amount of moral energy on Gloria’s part to intimidate him into returning, and when he reported next day, somewhat depressed from his perusal of the senile bromides skittishly set forth in “Heart Talks on Ambition,” he found only fifty of the original three hundred awaiting the appearance of the vital and compelling Sammy Carleton. Mr. Carleton’s powers of vitality and compulsion were this time exercised in elucidating that magnificent piece of speculation—how to sell. It seemed that the approved method was to state one’s proposition and then to say not “And now, will you buy?”—this was not the way—oh, no!—the way was to state one’s proposition and
