Perth Amboy evening news., 1922-03-14
ELLEN YOUNG
Doctor Sales

II wish you would tell me, Miss
| Young. I'm having rotten luck. This
is only my second week with the
| Woodruff Printing Company, but l
haven't taken an order yet. I was
| almost positive I'd get that n from
| MIR. Holmes just now, that booklet
printing order"
"You would have, too. but
But what?" eagerly.
"You talked too much. Do you
know what you did, MIR
Wilson"
"You talked Mr.. Holmes into
! buying and then by talking too long
you talked him out of the sale
again."
But I only showed him some
lsother samples for future use. That
e rotogravure process. / thought
|, well, you made a mistake. Mr..
Wilson, the same mistake that a
| great many other young statesmen
are making today. Then they walk
disconsolateiy out of an office and
| wonder why they don't get more
orders. This is what happens:" Ell
len Young bent forward emphati-
cally. "They interest their custom
err. In fact, they're quite success
full in getting him so interested that
he's almost on. the point Of buying.
Why, do you know, at one time, af-
ter you gave Mr.. Holmes the price,
and he was surprised that it was so
low. you could have, if you'd known
how to go about 1t, got him to sign
the order right then and there"
But ! only"
Eyes, perhaps you knew it. You
had reached what is known as the
big moment Of a sale-the moment
when you can get your prospect to
sign on the dotted line. But you
made the deadly mistake of talking
too much after that"
Young Wilson scratched his head.
But aren't you supposed to say
anything them"
mo. Get your man to sign the
order. That's all you want. Then,
after you have your order in your
pocket, talk if you want to. but for
heavens sake don't spoil everything
you've done so far, don't break down
your whole sales argument by CON
fusing him and showing him some
thing else. You spent a full bali
hour selling Mr.. Holmes a three
color booklet. He was ready to place
the order because he approved of
your estimate. You should have got
him to sign then and there-that
was your big moment"
"Oh, you mean I shouldn't have
talked about the rotogravure pro-
cess"
Certainly not. Why drag in some
thing entirely different? You saw
what happened. You were about to
set hat order, but by talking too
much, and introducing the subject of
rotogravure-for future use, as you
said-you confused Mr.. Holmes,
made him undecided. and finally led
him to tell you he'd wait until his
partner returned from California
the week after next before deciding
Perhaps you'll get that order; per-
haps you won't. Mr.. Holmes part
Eer may not approve of a booklet.
At all events, you lost this order by
talking too much. Remember, for
future use; when you get your pros
pect to the point where he mods and
approves, stop talking. Get your or
der. If you've got something else
to say or to sell. wait for another
visit. Know when to stop-and
you'll get more orders"
When Ellen Young returned to
her hotel that night she found a
franctic telegram awaiting her.
Come to Winston at once. No
charge too high. Study my dress
store.
J. C. BENSON"
Can interesting problem faced by
Benson's Dress Store will be explain
ed tOmOrrOw.)
Let Miss Leigh answe your hush
ness questions on selling, buying.
advertising. employment. Ask your
questions clearly ard give all the
facts. Questions requiring tcchni-
a " will be answered by
mail. Others will be replied To In
this column.
Copyright, 1922, by Pubic Lodges
Company.