The silver messenger. (Challis, Idaho) 1890-1912, 1909-02-23
TALKS TO SALESPEOPLE
BY Miss Diana Hirschler, IL. 3.
Expert Trainer in Salesmanship)
soLsTER,Ne UP A wossLv WILL

soLsTERiNc UP A WoeeLY WILL.
Mrs F'ly-Away was certainly try |
ing customer. She had no sooner |
said she liked a certain style when |
another caught her eye and she al |
ways insisted upon seeing it. In this
way she see-sawed from one to an
other and, indeed, frequently left
without buying at all. True, yet l dare
say when she got home she felt quite
annoyed at not having anything to
show for shopping. She no doubt
wished then that she had bought the
plaid she had admired SO much.
Now, it may be well to lament that
there are so many customers OF this
type, but the duty Of the sales-person
Is to accept this fact and see how to
meet 1t, not simply to call 1t bad
luck"
When you engage yourself to this
kind Of service you really engage to
deal with human nature ready made
Human nature unmakes itself only as
you meet it with a right understand
ing OF it's style.
Take the case Of Mrs F1y-Away.
Her need is the need OF many people
to have some one bolster up a wob-
bly, will--to catch her up quickly when
she has actually reached the point Of
decision.
You must take some distinct action
to accomplish this. You must say In
decided tone, as If you were speak
ing for her, Il think you have picked
out just what you want" or something
similar. This will prop up her de-
cision. But you must remember this
is merely prop-else you will be dis
appointed-for she will allow it to sus-
tain her only for the moment.
Recognizing the short-livedness Of
your prop, pulling out your sales
book with decision, you follow it up
briskly with closing remark: THE
name, please?" Before she has time
again to be distracted the matter is
clinched After it is over she ap-
proves Of you. But il your method
: is to let her wander at her own sweet
I, will she continues to be disconnected
with what she has done and you are
made a part of her discomfort
A will that rests not when it actual
; ly has arrived at the stepping-of place
is very common. There is only one
thing for the seller to do with the
: buyer in this case, that is for himself
s to supply as far as possible the in
gredient of decisiveness in manner
y tone, statement eliminating further
every circumstance that might disturb
II or turn the trend OF thought.
A@V1o vchi ~ 70
II an 11-year-old boy. The sales-persor
4 throws out on the counter one shir'
Is after another until there are eight Oh
ten different ones lying there. The
customer looks confused. She fingers
9 them all and gets further and further
from q decision. 1t is a question o
O. were L other dear charmer away"
re An inspection Of the pile by a coo
10 looker-on displayed the fact that Their
r. were in reality only two types of de
81 signs, the shirtings themselves beinl
10 the same.
Therefore the sales-person nee
81 only have thrown out shirt with
l dark ground in blue-for blue is tn
40 most commonly desired. The Gus
es toner then would have said:
lr- wished a lighter colored Shirt" G
NC Have you no other color in that sam
lp- design? He has had so much blue
SO In this way the sales-person yer
OF quickly might have found what woul
ep satisfy best without confusing the GU
rs toner and making her forget what sh
C., had in mind when she approached til
se- counter.
a The desirable thing is to sense VIII;
oh the customer thinks she wants.
mt you have something that you belie'
ca will satisfy her better in the long RI
nd show it intelligently and with effee
lde If you have not keep her to what 81
es, had in mind by cautious and caref
are display of the goods and finally he
the to a decision with your own decisiv
OF ness.
tea When the customer asks for SON
my thing and you hesitate and finger 70
ich own goods, looking about as If you
dly not even know its alphabet, she
ape gins to catch the trouble and gets In
ell a hesitating frame Of mind.
II But on the other hand. II you go
use once to your stuffs. as IL you alrea
eep knew exactly and precisely what "
-A~~ kOOU lOE uCI, uCk AuLAO OO6tAS " 0St
nds down. Then, II your tones themselv
hen are confident in sound, she is still +
me- Their treasured. You watch now /
ley, facial expression, and catch by
more alert, waked-up look that she
ned beginning to find the thing she wan
mi A little further plotting on your p'
two brings her to where she expresses h
tout self favorably; then it is time for y
set to make your decisive move. you +
oset up the article and accept her attttt
INKS as final 1t will be final, II you do !
lply ! distract her again.
ncy. Anyone who tends to become c
of fused In making q choice of one amC
e a many courses of action-and v
the among us does not?-likes this tire
liter. ment. There is always this provi
[ruit however, that you are square In "
wa dealings and sell your customer W
be. vou believe Is the right thing for