Just Speak, Don't Stop: Speech Enables Success

 This article was originally written on November 8, 2025, so it will certainly be dated only in regards to when it was written. Otherwise, it's not dated.

At the Hanover Book Expo on today November 8, 2025, I sold things for the first time. My trove of Legos, with some pieces dating back over 16 years, was a secluded and largely underutilized sideshow for the authors selling books. I shared the same spot in the VFW where Linda Lyles ran a face painting table. Initially, I had intended to run a Lego building contest for children ages 6 to 12, only to realize that not many of them who had come were interested in building along what sparse rules I had set, or were too young to safely play with Legos (choking hazard, you know). Their parents were also uninterested in whatever I had planned. They were more interested in taking a look at all the shiny, highly varied pieces and whatever miscellaneous knickknacks could be found.

            With my “plan” having fallen through, I struggled to think of something more practical in regard to dealing with my Legos. I was not going to give them away (unless as a prize, for whatever contest I was trying to retain), but I had no experience in selling things under the table, especially to families with children, or parents/grandparents who had children, nephews or nieces. At first, I wanted to make myself a posterboard sign to carry around but knowing that I wouldn’t be able to get such stationery there made me reconsider it. I wanted to advertise others by announcing things like a carnival barker, but I knew I would be seen as an annoyance, so I thought of other things. I carried around one gallon bag of Legos, hoping to get other people’s attention, but it did not do much either.

            My real success came when I instead spoke to people about the Legos I had in the back. But it was a slow-burn that required my patience.

            As I have mentioned above, I had never sold anything before, not even in those times as a high school youth. I was always seldom penny-wise and absolutely dollar-wasteful and had nothing to offer others besides the money in my pocket and the desire for whatever I could get from the counter. I had no idea about how valuable money is, but also I had an even poorer understanding of how the seller behind the counter acts. I always believed in the stereotype of the “forever cheery” (for the most part) whose persona was always sufficient to attract customers. What I did not understand much was the communication skills required to produce a successful transaction.

            My Autism gets in the way because I have no real idea of how to promote my wares in clear, concise language that would convince a potential customer. The person who told me the magic tips was my Hanover Writers clubmate John Ferguson, the man who frequently sat in the same back room where I kept my Legos in. He was a car salesman for Fords at one point in life, and he knew how to sell things to customers. The paramount advice he imparted on me was that I needed to not only set a fair, reasonable price, but also go out there and advertise. In fact, I had tried that some time earlier, after I realized my competition was not going to happen.

            The key to selling something to a customer is to tell them what the “thing” is, and the necessary prerequisites to selling it. It is very simple. Just approach a person like you have a question, like you really need pens, and say it. Advertising something is just like that. A pitch for the spiel for a book is also like that, except you have to go on longer, and know the basic idea by heart.

            And while Legos are a highly sought-after building toy, not everyone would be interested in buying some, not even young families. Of course, it is undeniable that there are plenty of people out there who would love to get their hands on an overstuffed, mixed bag of Legos. All the questions I had asked to those interested in buying Legos were straightforward— “Are there any children in your family who would be interested?”. “Are there any people you know who would be interested?”—But more often than not, the responses were rejections. About a dozen for the six successes.

            It is not equivalent to the rejections a writer can get, but the concept behind it is the same: It is not easy to sell something. The most important thing I learned was that I needed to speak simply, and simply enough that a customer would understand that I am selling Legos in a not quite forsaken backroom. It is not like asking for a favor to be done, but more like enticing one person to take a sip of whatever sweet, tangy goodness you’re drinking right now. This may or may not encourage the other person to take an interest in what you like. In selling, one needs to be selective of who they speak to.

            Regardless, the process became much easier when families came as the foot traffic picked up. My chances of making a successful sale were certainly higher with them. Young families tend to search for whatever good bargains on toys exist, but they are also susceptible to turning down an offer because they already have a few tubs of Legos at home. Still, there were quite a few who took an interest, and even bought some, of the Legos I was selling in the back. There was one customer who bought a gallon bag of Legos to donate to a school robotics club, where Legos tend to be regularly used, even if it is just to build a chassis. It is always heartening to know the full extent of the niche you occupy in a broader marketplace, because it tells you that whatever you choose to do, no matter how in vain or botched it may become, there will be some very enthusiastic customers. All I had to do was to speak to them.

            In the end, I managed to make $36 from the Legos I sold. A disappointing quantity compared to what Legos would normally sell for, and not enough to make up for the books I had bought, though it did return a portion of my lost money. I truly regret underselling what I had packaged. I certainly could have done better. And I will next time. It was a great first step towards developing haggling skills, and it helped solidify my understanding of how sellers operate. They operate by knowing three important things: Location, Competition, and Time. In a small-scale situation like at the book expo, me being in a back room, with the real business being in the main room where the published authors sold their wares, and with a face painting table and a children’s reading time table being more immediate competition. The busiest part of the day was just after noon, when more people came in. And while I certainly could have done better, learning the tips and tricks of selling was all worth the effort.