The daily gazette., 1882-07-14

OF character, are wholly unable 10 make |
choice for themselves to such 1t is an I'M
mense relief to find a salesperson who under |
stands the matter in hand, and who with
clear judgement, and firm but unobtrusive
confidence, that begets trustfulness, leads
the hesitating cIistomertO decision.
Wait upon your customer cheegJislly,
aoilliaglg. Let notone leave you With the feel
ing that you were not willing to show goods,
and that with cieerfttl1.e4s One may show
with patience, and with faultless polite
ness SO far as acts go, but with a shaded
face and martyr-like air thoroughly chilling
to the purchaser. Before happy, cherry
face, and under willing hands, even the
goods themselves seen brighter, more suita-
bic, more desirable and the whitns of
many captious customer will vanish, and
objections loose their force before the warm
glow of cheerfulness, as gloom Yanishes
before the glad sunshine. We hear it said,
"Well, would not buy Of That one, at any
rate, = heseenfed so unwilling teshow ue any
thing. And again, !" bought It Just be-
cause he was SO agreeable; it was pleasure
to buy from him."
Wait upon your customer with interest
and enthusiasm. Very little is accomplished
in this world without earnestness, zeal,
ardor. A listless, halfhearted, Indifferent
manner stands halfway on the road to de-
feat We stepped to counter where lay an
article we were in search Of, and behind it
stood young woman with folded arms,
softly hu.Aming a tune, who gazed uneon-
cernedly at us as we examined said article.
'sWe would like to look at IS" we sug-
gested. "We don't keep them" (hum,
hum, hump. sis not this one"' we said.
'Yes, but it's all we have" (hum, hum,
Ilum) "What is the price OF itR' we
asked, a feeling of vexation beginning to
rise. "Sl 3d." replied the young woman,
stepping forward (hum, hum, hum-ing),
and replacing with jerk the - which
we had moved somewhat. We turned and
left her to finish her humming. Take an
| interest in your customers wants, plans, ex-.
| plantations, ifllculties-not to the wasting
of your employers time in idle talking but
| TO the gaining of your customer. This buy
| or-not-as- you please air is most discouraginr
and provoking to customer, and many u
one will leave fully intended purchase IN
| made for that reason and no other.
To strive to make as many AMI as large
sales as possible is the imperative duty, and
should be the pleasure of ali but to wait on
1 q customer in the best way, it must not be-
come so alE-dbsor6ijJ an aim as to give the
customer the anything but agreeable feeling
| that the love other money is the root of all
the salesperson's endeavor, ,and that the hope
of "extracting the last cent from her purse
is the sole and only incentive. Neither must
It be allowed to crowd into the background
a true regard for the customers good A
lady of marked intelligence, one of Mr.,
Wanamaker's best customers, was heard to
remark, "Miss Y. is very kind and attentive
but do not enjoy dealing with her, for
ALWAYS feel that she is working for Mr.
Wanamaker's interest alone; while with
| Miss H., though all who know her at all
know that she has his interest equally at
heart, lose that feeling, and have perfect
trust and confidence that my interest il
being sought as pell as his" +
To force q sale of doubtful expedicneN
may prove a serious injury; therefore, therl
will be occasional cases where the best good
of both customer and employer may b,
, gained in the end by not making a certain
sale; and though at such times the interes
of dealer and buyer seem to conflict, the loiSs
look shows them to be identical, since, othel
things being equal, whatever secures &
friend and customer for the house, be il
making or losing siagle sale, is best for all
/ in the end.
In this connection the matter of over
urging is pertinent. How far to press a
point must be determined by circumstances.
; Ordinarily speaking, urging has no place in
true salesmanship; yet there is a certain
skill and adroitness in managing to bring
, about sale that is right and Legitimate, ,and
which, when laid securely upon the founda-
| tion ''True loyalty, to both and employer, y
aceomplishes far more than any open urging
and with no otlense or wrong to any of the
| parties concerned.
There are other points OF advantage
points not referable to set rules-which q
salesperson bound to wait upon every Gus
toner in the best way will discover and act
| upon as each individual ease shall suggest
Let no one sit waiting without at least .
word of recognition. Give equal considerl
: ton to all Esteem no customer too poor
, no sale too sma.l-to receive full atten
zion.
Think naught n trlfe though small II appear
Small sands the mountain. moments make
And trihes, life"
and we might add success.
But there are many of our employers
, visitors who are not purchasers, yet are none
the less "customers" in that they should
receive the same welcome, the same polite
attention, "Lookers" are in the estimation
of too many salespeople objectionable in.
truders but is it be remembered that the
aim of all should be to gain the good will ot
, the largest number, the locker will moi
, seem an individual to be passed by ON the
other side. The pleased, abundanty salts
i fled locker of to-day may be the valuable
purchaser OF tomorrow.
Many people are ignorant of what the
| opening sbHkOlls diIOiuss liiu HhsS DCnlhO bhi
! | n dim idea of what they would like to buy
, also conflicts between tastes and means must
be reconciled. These must be lockers before
they can be buyers. A few moments Of
courteous showing, a few words of infnrma-
, tion or explanation, kindly and skilltully
spoken, may yield an unexpected harvest
for who can tell whether shall prosper,
either this or that p
Remembering this, do not frighten away
| | a timid locker. If one fingers moment
|, and YOU step up with the question, ibid
YOU wish to look at so and So Z" or, "Can
/ show YOU anything % though it be asked
with all poitcness and grace, in nine casei
out of ten the reply will quickly come, "Ol
4 no, thank you | was only looking" be
3 cause such questions imply purchasing
But make an apparently casual remark, cal
! culated to interest AMI hold the locker
i such as, ssThat piece you have your hand
on is one of the new spring shades do you
c like it2' "Those laces have just come in
t our Paris buyer is sending us SOM beatti,
4 full ones Just now," and the locker VIII
v nause, ready to hear or see more, giving you
e the opportunity to make her your purchaser
$ If possible and in any case your effort VIII
r not be in vain, for a pleasant impression
: will be carried home and shown TO iriends,
v as certainly as will purchase.
+ This establishment has perhaps greater
= number of strangers among It's visitors ifal
1 any other of the country's large establish
S ments for many Of its leading features o.
V interest are peculiarly its own, and can p'