Lawrence W. Rogers

              SALES PSYCHOLOGY LECTURES
More and Better Salesmen
POWER!   STRENGTH!   LIFE!

For Selling Organizations Everywhere

Awakening the salesmanship possibilities that all possess but few realize—

Inspiring thousands of men and women with new ambition to succeed


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LAWRENCE W. ROGERS
Psychologist and Sales Expert

Special Lecturer in Selling, College of the City of New York

Famous business meeting and convention speaker.

Universally acclaimed by those who have heard him as one of the most stimulating and forceful personalities upon the American business platform.

For terms and dates address
ROGERS SERVICE
606 WEST 116TH STREET
NEW YORK CITY
Telephone: CATHEDRAL 1875

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SIX WONDERFUL LECTURE-TALKS
By
LAWRENCE W. ROGERS
A University Course in Sales Psychology, simplified, boiled down to the language of the street, made easy to grasp and hard to forget.

All these talks are based upon and arranged to conform to the product you are interested in selling.

Time required for each lecture is forty-five minutes to two hours.  They may be shortened or lengthened to fit into any situation.

Given during day or evening as desired by organization being served.


1
APPRAISING YOUR SALES ABILITY
First steps in the sales creed.—How to size yourself up.—Practical psycho-analysis.—Things to know about yourself.—Your undiscovered resources.—Shaking off your mental shackles.—Two laws of sales achievement.—Great fundamental secret of so-called supersalesmanship.

2
ART OF APPROACH
Attracting the prospect's attention.—The subtle psychological factor.—Striking examples.—Getting in.—Things to do and not to do.—Favorable first impressions.—How to strengthen them.—Focusing the prospect's thought force.—How to overcome the fear sense and develop courage and self-confidence.

3
PRESENTING THE SALES TALK
Philosophy of human persuasion.—How to convince others.—The customer's mental journey.—Breaking down sales resistance.—What you must do and what you must lead the prospect to do.—The things all people respond to.—Getting your selling second wind.—Secrets of the sale that have stood the test of time.

4
CLOSING
How to induce action.—Why salesmen are weak on this point.—Calling out your mental reserves.—Process of creative sales imagination.—How men get things.—Rising to the situation.—Ways that win.—The tryout.—Keeping the deal from slipping through your fingers.—Splutterers.—Getting sign-ups that stick.—Striking your stride.—Psychology of winning streaks.

5
THE SERVICE FACTOR
The twentieth century new world in sales practice.—Essence of sales efficiency.—The man who lasts.—Training for team work.—How to multiply your sales efforts.—Hitting the business bull's eye.—Priceless value of loyalty.—Meeting place of friendship in the sales process.—How to map out a selling program for yourself that will insure success.—Building your sales fortune.—Men and millions.

6
IMPROVING YOUR PERSONALITY
How to make it an asset instead of a liability.—Developing magnetism and personal power.—Elements of your deeper self.—Life's mystic vital forces.—Basis of selling effectiveness.—Your most precious possession.—Nobody can fail with it and nobody can succeed without it.—The mighty principle that will put your across in the game of life.—Forces that make master salesmen.—Finding your proper place.—How to cash in on what you have.


At the close of each lesson Mr. Rogers answers questions regarding the personal selling problems of those in attendance.  This feature alone is worth the price of the entire course.

Mr. Rogers' service can also be secured for single talks and addresses for special occasions.




LET ROGERS LECTURE SERVICE REJUVENATE YOUR SELLING STAFF
Which do you find more difficult, getting an organization or keeping it?

Do you exert any efforts in getting an organization?  What do you do to keep it after you get it?

Surely you realize that good producers sort of burn out.  Is it worth anything to you to perpetuate their successfulness instead of permitting them to burn out?  Is it worth anything to make the non-producer a producer?

Many men who have become successful salesmen can truthfully tell you that their success started some time after they entered their particular work.

In many cases it required several non-earning weeks or months, perhaps, before they started to produce.  In all such cases it took some superior power or force to encourage them to devote those non-producing weeks until they could produce.

Lack of that force would have made them give up and not wait until the producing weeks arrived.

We have the sales psychology method that will supply that force to those who need it.  It will first induce men to enter this particular field and it will encourage those already in it to face the hardships which are necessary before success is attained.

It will help to keep them level-headed and to make them use their success for the mutual benefit of themselves and the firm for which they are working after they have attained that success.

In a word, the work of Lawrence W. Rogers is to make novices into successes and successes into greater successes.




THESE COMMENTS SPEAK FOR THEMSELVES
THE COLLEGE OF THE CITY OF NEW YORK
SCHOOL OF BUSINESS AND CIVIC ADMINISTRATION OFFICE OF THE DEAN

February 5, 1921.

TO WHOM IT MAY CONCERN:

It is pleasant to be able to commend Mr. Lawrence W. Rogers in the highest terms.  We often obtain a general impression of the success of a lecturer by his ability to sustain interests over a long period.  In a group of lectures in the general field of Advertising and Salesmanship with three very superior men conducting the courses (one of them being Mr. Rogers).  Mr. Rogers' group maintained by far the highest average of attendance throughout the entire course.  This is, of course, only a general index.  Observation of his work and comments of his students show that he has an unusual personality, that he is capable of making the subject matter of his discussion very interesting, and that he is himself filled with enthusiasm for the ideas which he presents in a forceful and attractive manner.

FREDERICK B. ROBINSON, Dean.

Augustus Ludwig, Chairman, Committee on Lectures and Studies, Brooklyn Teachers' Association.

Mr. Rogers' lectures proved fascinating, keenly interesting, and most inspiring.  I can recommend them to any ambitious man or woman who wants to get ahead in the world.

Leon L. Leeger, Vice-President, Commonwealth Associates, Inc., New York City.

Your course of lectures in Sales Psychology has been of greater value to our staff than words can express.  The question constantly being asked is, when is Mr. Rogers coming back?'

Annual Convention of the Eastern Ice Manufacturers' Association, Atlantic City, November, 1922, Ice and Refrigeration.

Mr. Rogers' inspiring message was greeted with loud applause.


Bridgeport Telegram.
'Mr. Rogers' lecture at the annual dinner of the Business and Professional Women's Club was particularly interesting, experienced, practical.


Providence News.
'One of the best addresses yet held under the auspices of the Business Men's Association.

O. J. Kiger, President, New York Sales Managers' Club.

Your comprehensive talk before the club indicated your special ability to stimulate salesmen.

T. J. Sheridan, New York Manager, Dalton Adding Machine Co.

Very ably handled, crisp, forcible.  All benefitted.

J. Ellwood Phillips, Sales Manager, Capital Service Co., New York.

I am an enthusiast over your work.  You have helped my men to become permanent producers in a big way.

Henry Knight Miller, President, Institute of Applied Psychology, New York City; Editor, Psychology Magazine.

Stimulating.


Aroostook Pioneer, Houlton, Me.
A very forcible speaker and knew whereof he spoke.

William Smedley, Secretary, Retail Merchants' Associations of Pennsylvania.

It is unnecessary for me to state that your lecture before our Pottstown Convention was a decided success.  All who heard you were not only delighted but inspired to bigger things.

The happy manner in which you present your subject and the really good matter you have to present was most highly commended.  The large audience who listened to you intently were not only delighted, but had something to carry home with them.  I wish you great success and sincerely commend your services.

O. M. Porter, Secretary, Salesmen's Association of the Paper Industry, New York City.

Your address to us last Tuesday at the Waldorf-Astoria Hotel was very interesting and able.  We were fortunate.

Pleiades Club, Hotel Brevoort, New York City.

Then we were given an intellectual treat by Lawrence W. Rogers who crowded into a ten-minute talk more common sense psychology than we have listened to in a year.

Stationers' Association of New York.

Your address proved most interesting, very inspiring, human and informative.  Altogether one of the best talks on the psychology of service and sales that we have had the pleasure of listening to.

National Confectionery Salesmen's Association of America.

Lawrence Rogers' address, 'The Psychology of Salesmanship,' was most interesting and capable.  Our members are opposed to theoretical salesmanship, but we were all very agreeably surprised at the manner in which Mr. Rogers handled his subject.  It was a pleasure indeed.


Warwick Advertiser, Warwick, New York.
Mr. Rogers' message to the annual board of trade meeting was brief, well-moulded, pertinent to such an occasion and very pleasing to all the members present.

Southern Funeral Director.

Rogers proved himself to be one of those rare persons—a speaker who could tell a story with a point.  Those of you who have sat and suffered at various banquets know what we mean.  His speech was full of personal anecdotes and reminiscences; he talked to the point.  He got somewhere.  So impressed was the great audience with Mr. Rogers' address that they gave him a rising vote of thanks.  And indeed it was a remarkable speech—a speech full of careful thought, enthusiasm and inspiration.  It was one of the most instructive addresses given before the entire convention and was appreciated by all who heard it.


American Gentleman, New York.
Lawrence Rogers' address, 'The Service Factor in Selling,' was interesting, witty and altogether inspiring to the Merchant Tailor Designers' Association.


The Sunnyside, New York.
Mr. Rogers handled his subject in a manner that aroused the enthusiasm of his audience.

For Terms and Dates Address
ROGERS SERVICE
606 WEST 116TH STREET
New York City