When you approach the people with the Studies in the Scriptures, it is well to have in mind the proper points; and this is manifest in a consideration shown those you are canvassing.

“A woman, when she sees the books in my hand, says : ‘I don’t want to buy any books’; and she almost has shut the door before I Can utter a word. But quick I must be to say: ‘No, Madam; I don’t want to sell yon a book ; I want to bring you a message.* ”— Herman Franck, Pa,

“We have found here that keeping the message constantly before the people, in other words repeatedly hammering away the same old thing ‘Millions Now Living Will Never Die,’ has awakened both interest and curiosity Our newspaper office manager after discussing with. If what these people preach is half as

on n more confidential footing. If the party is on the porch or in the field and sees me approaching, as I come up my remark is often ; ‘I suppose yon think there conies another agent, and most agents are after your money, but I know you haven’t any, so T could not be after that.’ I try to feel and act as free and easy with each one I canvass as I would if I were talking to my relatives. If the prospect hesitates but gives evidence of being ready to buy. I simply pass a few remarks about the price of the books and try to close the sale. If the party does not show interest. I then point out some other features of the vol nine, showing how beautiful the style of reading is by reading ‘Close your eyes . . . ’ on page 191, Volume A.*'—F. H. Dougherty. Tenn.

“In approaching the people I first attract their attention to the state of unrest and trouble upon the earth at the present time.”—Miss A. Billings, N. J.

“My methods of procedure vary with the individual addressed, Tf indifference or curiosity is shown, I wake them to attention by saying, ‘Do you know that the time is at hand for millions now living to live always on the earth and not die?’ They show the extent of their interest by a quickening nod, a look, a smile of ridicule or of interest, or disdain; but more often with, ‘How do you know?’ This is what I wait for.”—Anna E. Myers. Pa.

“I also meet some people that say they want nothing to do with Russell’s books or Ruswellism. If they have none of the books I offer to lend either the ‘Millions* booklet or the Harp, telling them that the bonk will point them the Scriptures that prove the statement that millions now living w’ill never die : and very often they will buy one or the other of the books. I have five books out now that T lent and have sold several sets tn people after allowing them to read one of the books. One lady had the full set of seven, but had not read them, because she had found out that. Pastor Russell was the author. I succeeded in selling her husband the Ha up. I laid out the whole eight volumes for one man to view’, telling him what they were: and he guessed the price fit $25.00. He would like to have the books, but could not spare so much money just now. But when, he learned ho could get them for $2.85. he soon produced the price.”—Chas. L. Galbreath. Pa.

In order that your remarks may appeal to the people, they should apply to things that exist today, and should demonstrate that what you have for the people applies to today’s problems and today’s life.

“The only class I find opposed consists of those bound in Babylon : so I try to prevent this by explaining that the churches do not preach these things because founded long before the kingdom was at hand ; that Daniel, who prophesied of these days, was told he could not understand them till the ‘time of the end’. If they persist that they are Metho

dists or Baptists, etc., and do not wish to change, I ask them if they would do the rest of their thinking or living as people did in 1728 or 1530. This always brings a smile and ‘No’.”-—Mrs. Wood Toulson. Tnd.

“T find that the people are much less prejudiced than I had expected to find them, and are much more willing to investigate the truth. It seems that the people in general think we are living in the time of the end, and I find it very appropriate to tell thorn how the prophecies in the 24th chapter of Matthew have been fulfilled.”—Mrs P. F. Arthur, Ga.

In proceeding your remarks “I find that the Stt ihes in the Scriptures should keep pace with the per- arc filling a long-felt want: for many mothers son’s thoughts. First, “Do T need express themselves as being unahle to answer it?” Second, “Will it serve my their childrens’ questions on the Bible or purpose?” Third, “Is it the best?” their Sunday School lessons. I urge home Fourth “Is it authoritative?” Bible Study to each mother in order that she ’                    ■     .          he a Sunday School teacher to her

children as well as a mother; in fact, that it is a duty long neglected by them. This took well with all mothers I canvassed: and some would remark that they could learn from books as well as could children. I find it a little chilly getting into homes ; but many realize afterwards that my visit, was really a desire to bless them and theirs, apologize for being cool and uninterested in the beginning. The price of the books astonishes them and causes them to think ‘niggor in the kindling⁵; until I explain more fully our purpose and the giving of ail our time, talent (such ns w^re have) and influence that the message might go free to all before the dark night of trouble in which no man can work. I have placed 151 books; and many took my home address to write to me when they saw’ that they could pay for them.”—Blanche Anderson, Ort.

“If the interest Is shown by asking questions, I answer one or two that can be explained very briefly, but refer them to the hooks for a clearer, better answer than what I could say : and besides, they would have the Bible references to use.”—Anna F. Myers, Pa.

“I start In with the Harp, show' them the ton strings, the questions, and the scriptures all through the hook, showing that the answers are all scriptural. Then I show’ the set of seven and call their attention to Volume 1, and especially to the 15th chapter ‘The Day of Jehovah’ and tell them it was written in 1880.”—E. A. Kennedy, Ind.

Next, your mission should be “As one sister wont to a door, a lady met pointedly stated or disclosed. It her kindly and said that as she was very is no advantage to keep the people husy housecleaning and very tired, she did

in suspense long ; for if there is an not have time to talk. The sister said: ‘Well, intimation that you are not cer- my dear lady, I will take just a few moments

tain about what you are speaking, they will seek to present questions that will lead you from your canvass, or else draw your call to a r . _v«ry abrupt close. Since you have called. you have taken the offen-

of your time if you are busy. But I do want to tell yon that the dear Lord Is now present and setting up his kingdom ; and that w^re have come to a time when there is a class of people who will never die, but if they come into harmony with the Lord and his arrangement may live forever,’ The lady unlocked the“

sire; and the people are depending screen door and invited the sister in. telling

upon you to make your call not her that when  she saw the books she

onlv interesting but also profitable, .fust thought it was a common hook agent

'                               and that she did not want any books of

fiction. The sister told her that she was not a book agent but a messenger of the

You may ask some personal questions that will make manifest the prospect’s attitude; some points that will bring out their objections. Next, emphasize how easy it is to possess the books; w’hy the books are being sold so cheaply. Arrangements to deliver on the installment plan will often close the sale.

Next is to insure delivery; and a demonstration of the advantages of the books, how*, to use them, their binding, quality of paper, etc., xtill lenve them looking for delivery day.

“There is one objection that arises from the cheapness of the books. The people wonder why they are so reasonable and surmise that something must be wrong with them. This must he met also. In meeting this I often comment: You probably wonder how the hooks can be sold at such a low price.”— F. II. Dougherty, Tenn.            ,

“When people tell me, on account of prejudice, that they can get all they need from the Bible. I reply. ‘Then you do not attend church?’ ‘Why, yes I’ ‘What for, if your Bible is all you need? And would you expect even a minister to give sermons with only his Bible for an aid?’ ”—Eunice S. Lamson, N. Y.

“Prejudice is the greatest obstacle to overcome. If this is slight. I usually ignore it, simply trying to present the matter in a sincere and earnest manner. I know that

some have bought the books w’ho were prejudiced, but hid their prejudice w’hen they found that they were not being antagonized.”-—Geo. F. Jacobs,- IF. Vfl.

Lord sent out to proclaim the glad tidings. The lady said: ‘I believe you are’, and in a few moments had purchased the Haiip and the Combination.”— Mrs. C. W. Elrod, la.

, “There are two ways in which a sale of books takes place: (1) After I have made the plan as clear as I possibly can, the majority of the people seem interested. I present the set first, telling them where to find the different parts of the plan they seem most interested in. I also stress the reasonableness of the price, telling of an incident where some one connected with the printing of books remarked upon the reasonableness. Thinking that by taking a set is the only way to hear more of the truth, those who are very interested take a set. (2) Tf while talking I find the person to whom I am talking is not interested, hut that any relative living at the same address might be, I make an appointment to call on a Sunday morning; and thus far have not failed to place a sot by this plan. Also T find that I am ahle to spend more time witnessing by the latter plan than I othwise would; so I use it at every opportunity,”-—Aveltn Sainthill, X, -J.

“Many people, as I approach them, state that there is no use spending any time with them as they do not want any books. I pay no attention to these remarks hut proceeds to cajivass, with the result that their minds soon change and they want the set. Those who will not give me a hearing, T canvass briefly for the Harp, not opening the case, but using an extra one carried for that purpose.”—F. H. Dougherty. Tcti-h-.

“I usually put a few direct questions or remarks to the person, as: ‘No doubt yon yourself or some one very dear to yon was affected by the Spanish Influenza epidemic and so you realize what a terrible pestilence it was’, or ‘You yourself can see by reading the daily papers that conditions are getting worse. Have yon noticed that nations are looking for a leader like Lincoln but they admit they can find none?’ Questions like this usually bring a spark of interest to the face of the litener, and then, after completing as briefly as possible. I try to picture conditions as they will be shortly after for those who are carried over and through the time of trouble. Then I present the set. I carry only the Seventh Volume and the Harp. I say nothing about the gale of single hooks at all, unless I see that the person cannot possiblv buy the set.”—Miss A. Billings, y. J,

‘I find it very important to find out if possible what line or point one Is particularly interested in and to talk on that point. Feeling around to see what attitude is held towards the churches, I sometimes say: ‘You know- there is so little time at Sunday School to get anything.’ One lady said in answer to this: ‘Yes we just get interested in studying one of the Bible character when we have to quit.’ I found out as I further talked with her that she was growing tired of the way the churches were doing.”—Nellie Severance. Mich.

“If they say they do not. need them. I show how they can be used : First, byreading for the interest which holds one; second, by reading with the Bible in hand, ready to prove every statement made; and third, by using them for future reference in case they are reading a certain portion of the Bible which is not clear to them, in which case they look in the back of the volumes for the reference, turn to the page, and read the explanation given.”—Anna E. Myers, Pa.

“I often find that a desire for the books can he made by showing the list of Scripture citations in the hack of the books, telling them every important Scripture text is considered in these books, and they can look up those certain texts or their Sunday School lesson by means of this index, the right book being found by means of the general subject of the book. The question feature is another good point. I also show them the contents of the books under the general headings in the front of the book, and speak of the hooks as really a complete Bible Encyclopedia in that way, so as to be able to find any subject or text desired. People nowadays are so busy that they despair at the thought of wading through volumes to find an explanation of a text; and if it Is made simple to find, they w’?nt it.”—Mary J. Withers, Idaho,

Proceeding with the argument, you should have reason after reason why people should purchase the set of Studies in the Scriptures. As one colporteur recently remarked: “If a prospect gives any reason why he should not have the books that I cannot answer, then I grant that, they have the best of the interview,

‘T think one of my weaknesses is to turn away from people too quickly ; for if they do not show’ interest in some way, I am afraid of arousing or increasing prejudice ; as I feel that every one in the world is prejudiced against Pastor Russell's works. This is in my mind constantly ; and I have that feeling to work- against. But. I can see now, of course, that the prejudices is fast decreasing, and I find some have never even heard of Pastor Russell.”—Nellie Severance, Mich.

The getting of the books into the “I have made 52 calls since receiving the hands of the people will depend ‘World Distress—Why ? The Remedy’ book-much upon the ingenuity and per- lots and sold 45 with 1.1 Harps and 3 full

sonal initiative of each worker. Ways and means, adjusted to the methods that each employ, will require the thought of each one. Thus we believe that much is to be accomplished in placing the

sets of Seven Volumes. I wish also to express my gratitude for the valuable suggestions in the Bulletin. I have accepted them as coming from our King through the members of his body, and have been blessed by timely assistance. I was tempted to stop canvassing for the full sets because I sold so few, when a

and that their reasons for not purchasing are good ones. But for the most part, I fee! I am obligated to answer the reasons and excuses that do not justify them in not purchasing.”

“By this time they make some remark that will help me to press harrier; tint I never let them think that I would sell less than the eight volumes. I find it just as easy to sell the eight volumes as to sell a single book, and easier,”—A. E. Kennedy, Ind.

“I feel sometimes wheu I turn away from

sets in the people’s hands as com- Bulletin caused me to watch my work more pared with placing a single vol- closely; and I discerned that, expecting to _uaie,                              sell onlv the Harp. I was unconsciously mak'                             ing the vet secondary. I changed my canvass,

making the set of primary importance, and the Harp a means more readily

to obtain the fundamental teachings of the Scriptures, on which more light was

now shining as promised by our Creator as we came to the time of Christ’s reign for the blessing of all the families of the earth.”—Mrs. C. S. Abbe. Conn.

a door that something could he said to Induce the person to buy,, and if uonw’ colporteurs were there they could surely take an order. I am beginning to use new points in the recent letters and Bulletins sent ns. I think they are all good and shall work them in.”—Nellie Severance. Mich,

“We have been canvassing for the Studies in the rural districts and dropping to the IIart and ‘Heir in towns. We have found that the Studies at their present price are not hard to place."—F. IT. Dougherty. Tenn.

“The Harp is a wonderful book to sell, and easy: but one must study itso as to be able to turn to the page and show the people the point about which one has been speaking.”—Herman Franck, Pa.

“We have found It gets tiresome carrying the eight volumes with some extras. So when we get very tired we store our cases at a store or some convenient place and carry only the G. A As. Harps, and booklets, but take orders for the set just as readily as with the set along.”—Minnie Wilson, III.