The Fargo forum and daily republican. [volume] (Fargo, N.D.) 1894-1957, 1914-07-04

as a Sdlerndn IN the southern Tier Oh
counties.
The prospect will often close a dis
cussion of the goods by saying, oh.
yes, I admit that you have the goods.
I know Of nothing better and after a
time undoubtedly I'll call you up and
give you my order. BY the way, have
you noticed that Bryan is to speak at
B the 18th? l want to go over?
Are your
Thus he endeavors to sidestep the
proposition and lead to a different
subject. The salesman should reply:
Really, 1 don't know. I get little
time off for such things. But just now
Bryan is Of less Importance to me
than getting you to see the value Of
valuable in a month or two, think of
the loss of time n effort that will
be yours by waiting. And you admit
that it is useful. ,
And by some similar means the
salesman leads back again. If the
prospect endeavors to laugh or joke
you out of your insistence, you should
look pleasant but not join in too bois-,
terously. Be ready to begin. just where
you left off the momen your prospect
gives you the chance. Sometimes a
prospect will get angry at insistance.
No matter what he says, how insult,
ing his language, you will be a perfect
gentleman, ask pardon if you have
said anything out of place-you only
had Jour prospects interests in view.
Unless he has lost control of himself
entirely, such words often calm him
and show him his ungentlemanly con
duct. If he still PERSISTS in being
angry, yOu may take it inc times out
of ten that he does not intend to buy
and is p~ostponing buying simply to-
get rid of you for the time. Leave
him at once. In a week a letter or a
second call may land the order if one
is intended, otherwise he is not Wor-,
thy a longer follow up. ,
Never permit a prospect to post,
pone an order for even a day if it is
possible to prevent it. Many things
may intervene to Kill the present eff,
feet of YOU sales talk. Other sales
men for similar articles may throw
out opinions tending to injure you.
Even if you are able to counterfeit
their statements, it takes time and
your prospect may be entirely out OF
the notion by the time you reinstate
yourself in his good opinion. Then,
your prospect may become i'll, or
members of his family may be taken
i'll and demand his attention. You and
your family are subject to the same
mlsfortuneS and o may not be able
to get to him at the time set for giving
= the order. Above all, after you have
= offered your prospect a discount for
= prompt buying, don't let things stand
and assure him he car have the same
: discount later. 1t cheapens your words
= and lowers yourself in the standing of
your prospect. Either you misrepre-
- scented in the first place, or you have
promised more than you can keep in
" the second. Both situations are bad
+ enough. Let your prospect understand
an dtell him IN all seriousness, that he
may nave the reduction as offered for
immediate purchase, but if he delays
= to the time he wishes, you cannot
= grant the discount since you are not
q allowed it from the wholesalers.
= BE careful that you do not become
so friendly with your prospect that
you allow him to lead you in making
closing arrangements. Do not permit
yourself to get into a position Where
you appear to think that receiving
: the order is receiving. a favor from
your prospect. Do not ask his order
as II it were a personal favor. Bust
= ness transactions do not as a usua'
thing bear many of the elements Of
faVoritism. The deal is a convenience
for both parties. You are granting JUS
4 as great a favor by presenting the op.
= pOrtunity to buy as your prospect il
in buying. Hold firm to this and carry
- the idea through to the end that you
- have something of value for you
. prospects use. lust as you introduced
= the talk by stating his need for thu
- article, so now you continue to thu
a last and continue to emphasize his m
- mediate need.
When the sale is one that requires
the prospects signature, never ask di
rectly for the order. Bring out the or.
~ der blank, fill in the facts you know
> lH~I ryh4~ ~ I n~o1N1@t~ ---l Il
blank across with one hand while yol
4 hand out your pen or pencil with tn,
other. 1t Is always easier to get YOU
prospect to take the e than to sa,
20 yes to a direct question. If there ar
things you do not know how to Sc
~ down on the blank, get them b,
~ shrewd questions during the sale
books. You have shown the bindings
10 and asked Which style do you pre-
" fer?' If the answer is a littel obscure
20 ask another, indirectly, The half-mo
10 rocco is a very popular and durabl
an style. If you were ordering, undoubt
Is eddy you would Int that style, woul
e. you not? By similar questions mad
81 during the sales talk you secure thi
ia information against a possible stub
"a born customer. You may not need /
at for he may give O this informatio
mr. willingly and close .thes ale al once
lv put tnen he may not, and a little fore
to thought places this information i
,Ir your possession SO hat you rapid
III fill out the blank before submitting
for signature. The blank entirely file
out arouses his interest, and the yer
adroitnesS with which you secured h
RI views without direct questions ofte
" impresses him SO favorably that h
signs without further words.
If the business is one emIloyin
no regular order blanks, the salesma
should make it a point to reduce tn
'ol terms to a brief memo agreement ar
obtain he customers signature to /
n You may be willing to take his wor
re for anything but that is not the poin
at One of you two may die. The signe
agreement may be the saving of niue
IS trouble. Then again, as an agent (
n representative Of another, you nave r
Id right to bind your employer to an
W agreement not legally effectual. f
en- may prepare himself to keep Il
agreement only to find that the Gu
ks toner has changed his mind. Busine
ee, is business and neither party shou
.ur object to a form common to ordina!
cir business practice
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