General Conference Bulletin, vol. 1

OBJECTIONS CONSIDERED AND QUESTIONS ANSWERED

J. R. CALKINS

(Read before the Canvassers’ Convention.)

THE first objection we usually meet is when we attempt to show the book. They say, “There is no use of showing the book to us. We have plenty of books now. We have several Bibles, too, so you see we do not need anything in that line.” As a lady said this, and was about to turn away, the canvasser said, “Lady, I am not here after the dollar, but I have something of great importance to you.” This was said with such earnestness that the lady turned and looked, and soon gave an order. GCB February 21, 1895, page 263.4

We usually say, “It will not cost you anything to look at the book, and I will be pleased to show it, and I am sure you will enjoy looking at it. I believe it is the finest work that has ever been published outside of the Bible. (Then proceed to give the exhibition.) GCB February 21, 1895, page 263.5

I called on a family one day and said, “Good morning. I would like to step in and talk with you a few minutes.” After taking the seat offered, I spoke of my book. The man said in an angry voice, “I don’t want to see it. I am going to put up a sign in the yard for agents to keep out of here.” I said, “All right; you know what you want. I would not buy anything I didn’t want either. Do the agents cheat you much? By the way, what church do you attend?” “We belong to the Methodist Church.” “O yes; well, I think a good deal of the old-fashioned Methodists. Wesley was a good man, so was Adam Clark, and Whitefield, and many others.” And so I talked with them about the church. Then I asked about the family, what they were all doing, etc. Finally the lady said, “Our son bought a book lately.” I said, “Is that so? What book is it?” She then went and brought the book to me. By this time they were quite friendly. I looked over their book and spoke well of it, and then laid it down with the remark, “Now I will show you my book. Of course you need not take it.” GCB February 21, 1895, page 263.6

I remained sitting about eight feet from them, and gave an exhibition. I looked up several times to see if they were interested, but they were silent; the old lady didn’t look, and the old man only glanced side wise occasionally. When I had finished, I closed the book, and said: “There, you can see what my book is.” The lady said, “Pa, I think we ought to have one of those books.” “If I bought one,” he said, “you would want to read it all the time, so I couldn’t have it any. Do you really want one?” “Yes,” she said, “I think it would be a great help.” I took my prospectus and pencil, and walked over to him with the remark; “All right, put your name down here if you please.” This he did, and when I delivered the book, they were very kind to me, and brought out the big arm-chair, and were glad to get the book. GCB February 21, 1895, page 263.7

Another house where I called, the lady said; “No use to show the book. We have plenty of books, and I don’t want to see it.” But after a little friendly talk I secured her order. Our canvassers meet a good many such experiences, but they do not discourage the successful canvasser; he studies how he can meet and overcome them. GCB February 21, 1895, page 263.8

Many of our canvassers are too easily discouraged. When objections come up or questions are asked, they feel like running away. “Gospel Workers” says: “We must carry the publications to the people, and urge them to accept, showing them that they will receive much more than their money’s worth.” To urge them means more than just to give a canvass. To urge properly means to reason with them, give reasons why they should take the book, etc. This is what it means when it says that “the canvasser should not rest satisfied with a set form of words.” It don’t advise you to coax or worry them into buying the books. One of our ablest canvassers takes the Home Missionary with him, and shows from that what is being done in different parts of the world by our canvassers — that this is not a small, private affair. And thus he finds that “nothing succeeds like success.” People are usually glad to help us if they find we are doing well. We must not be too easily turned away. GCB February 21, 1895, page 263.9

While out with a canvasser one day, I agreed to take one side of the road, and he the next day would take the other side. At one house where I called, a lady and her two daughters looked the book over, but I could not get their order, and they would not say much about it except that they thought they would not take it. I finally lost hope, and closed the prospectus, saying, “Well, of course you know whether you want it or not, but I want to say that I am surprised that you can’t see anything in this book, but it is all right. Good day.” And so I passed out. The next day the other canvasser came along, and seeing the man in the yard, thought he would try to sell him “Marvel of Nations,” as he knew I had none with me. He was invited into the house to show it to the ladies, when the mother said: “No, we don’t want any book. We have been provoked at ourselves because we did not take a book that came along yesterday. It was a splendid book, and my daughters dared each other to go out and call the agent back, but they didn’t have the courage.” He asked what book it was. “It was called ‘Bible Readings.’” “Well,” he said, “I have the same book,” and he produced his prospectus and she wrote her name. GCB February 21, 1895, page 264.1

Now I believe if I had stayed a little longer and urged the sale, I could have secured the order. Some canvassers say they must sell a book on its merits, and on its merits alone. But I believe in selling them in any way I can, providing it is honorable. If people will buy the book because some of their friends have bought it, and for no other reason, I will be glad to sell it to them. One canvasser says he sells the book on its merits, and he thinks the cheapest binding has the truth just as much as the best. Therefore he sells a good many cheap bindings. GCB February 21, 1895, page 264.2

“Is this a Seventh-day Adventist book?” said a lady one day, as the canvasser was showing it. He said it was. Well, she didn’t want it in the house. He replied, “Lady, does it make any difference who brings you the truth? Of course you want the truth; does it make any difference who brings it?” “Why, no,” she said. From that she became interested, and soon gave an order. I believe that, as a rule, many of the objections will disappear if we are earnest and full of faith. If a canvasser goes out half-hearted and hesitating, with a long face, he may expect objections. GCB February 21, 1895, page 264.3

Some time ago I met a life insurance agent at a house where I called to canvass. After I was introduced to him, he felt a great yearning to insure my life. He became so earnest that he brought his chair up close to mine, and was prepared to answer all my objections in such a frank, earnest manner, that I said to myself, “Here is a man who is bound to succeed in his work.” The only way I could get rid of him was to say: “I don’t know that I can answer all your arguments, in fact, I think I cannot; but I want to say this, I am fully settled that I will not be insured.” He then left me. GCB February 21, 1895, page 264.4

We “should not rest satisfied with a set form of words.” After we have given the canvass, we must be prepared to talk, and give reasons to the people why they should have our books. In answering objections and questions the agent should always avoid sarcasm. A lady said to a canvasser pleasantly but decisively, “I think I will not give you an order to-day.” He answered, “How would it do to-morrow?” The canvasser should always avoid impatience. GCB February 21, 1895, page 264.5

We have to go slowly with some persons on account of their ignorance, and exercise patience. Many people think they know all about the Bible, when the fact is they are very ignorant concerning the Scriptures. I was urging a miserly fellow to take “Bible Readings” one day, when he said, “I have read the Bible through once, and I am not going all over it again.” I answered: “Then you understand the Bible pretty well, do you not?” “Yes sir, I do.” GCB February 21, 1895, page 264.6

In New York we first give a ten-minute canvass, showing only a part of the prospectus. Then we proceed to see how much they are interested, by stating prices, etc. If he hesitates with, “I would like the book, but the times are hard;” or “We have lots of books now,” etc., we see that we have not created sufficient interest, and so, not noticing the objection or remark, we turn the leaves, and talk the book up farther, showing the parts we have not exhibited. GCB February 21, 1895, page 265.1

Some say to us as we call attention to the Sabbath question, “I don’t think that Sunday is the Sabbath; what is your opinion about it?” I have found that to tell them my opinion about it is not the best way. Our object should always be to direct them to the Scriptures. GCB February 21, 1895, page 265.2

And so we answer, “Men’s opinions are not good on such subjects. What does the Bible say?” Sometimes they will say, “The Bible says the seventh day is the Sabbath.” “Very well, do as the Bible tells you and not as I say.” I believe we can do more real good in this way, than to add our opinion to the thousand and one opinions already given them by others. GCB February 21, 1895, page 265.3

The objection that we meet the most is, “Hard times.” There are many ways to answer or meet this. If we can read human nature, we will be able to answer it nearly right. Often it is only an excuse, and the person may be well able to buy. Then one way is not to pay any attention to it, but to continue to show the book, and thus create an interest. But with a great many this is a real, not a pretended, objection. Many people who buy our books are poor, and they must practice self-denial to get them. One of our successful canvassers writes as follows: “Hard times has been, is, and always will be, a cry that will meet the agent’s ear. When the truth is spoken by the people, and the evidence is apparent from their surroundings, I then lend my sympathy, often saying, ‘I realize that times are not as good as they have been, but I have had the best year of all my canvassing,’” remarking that such a one said that he would not have taken my book if it had been any other work. GCB February 21, 1895, page 265.4

Delivering books is another place where objections have to be met. Canvassers often fail to deliver as many as they might if they would only talk more, and were prepared to answer the objections, and would press the delivery. GCB February 21, 1895, page 265.5