SECTION 8. edit
- Booking the Order.
88. APPROACH FOR THE ORDER AS SOON AS POSSIBLE.—Many good salesladies lose orders by saying too much before approaching for the order. Some excite sufficient curiosity, but continue until they satisfy it. When you get your customer to the highest point of interest and curiosity always approach for the order. This is the all—important moment and it will need much careful thought and study upon your part to know when it has arrived. Let your manner be composed, confident. Always put the question affirmatively, and expectantly:
"You certainly want me to put you down for one of these corsets? Your full name, please?"
If this does not bring the order, continue. (Showing your corsets and explaining the merits of Spirella.)
89. In the past it has been the policy of a great many Representatives and sometimes successful ones, to ignore the merits of the corsets. which their customers already have. They seem to think that the best way to bring out the fine qualities of their own corsets is by running all others down. Even though their corsets are not so fine as the ones you are showing, do not depreciate them. If your customer should not openly resent what you say, she would, to same extent, lose regard for you and would not feel as kindly as she otherwise would. Talk about the merits of our corsets, not the demerits of others.
It is, however, sometimes necessary that you take the stand that Spirella Corsets are superior in every way to the ones which are manufactured by any and all other firms. Where it is necessary to make this stand, do so fearlessly; but avoid all discussion as long as it is possible to do so. Emphasize only those points that are characteristic of Spire1la Corsets and that are essential to real merit.
90. You will of course book the order as soon as possible. It is sometimes well, however, when the order is secured quickly, and when the person has plenty of leisure time, to talk further about the merits of Spirella, after getting the name. This will usually please her and make her better satisfied that she has ordered. While this pleases her and leaves a good impression, your object is not so much that, as it is to enlarge her conception of the goods and prepare her for delivery. In taking orders you must always have the delivery in mind.
91. There is only one thing that will stand in the way of her giving you an order, and that is the positive lack of money to buy. This, reason, of course, is very often given, not because it is so, but because it has became chronic with some to say they have no money. You would offend these people very much if you were to take them at their word and to intimate that they were too poor to buy. So, in justice to yourself and out of courtesy to them, do not believe what they tell you along this line. Some would almost be offended with you if you implied that you did believe them by ceasing your effort. They do not expect that you will believe them, nor do they want you to. Always go right on, remembering that the reason you have not received the order is because you have not yet created sufficient desire.
92. PRICE NOT TOO HIGH.—Never allow the thought that your prices are too high to find lodgment in your mind. Your goods are the best that skill, money, brains and experience can produce. THEY ARE NOT HIGH IN PRICE. The sincere appreciation of the value of Spirella over all other corsets expressed by our customers leads us to believe we have not placed the price high enough. Customers would pay 50 per cent more and even double the price if necessary to secure Spirella. The excuse, "to a high priced," is not an argument and should not be treated as one. It is simply the ever-ready excuse, and in most cases cames from those who know nothing whatever of the values given. If our goods were too high priced they would not be on the market, would be driven out for want of sale. Our sales are growing rapidly which proves there is a demand for our goods and that prices are right. Remember this: You can get any price you choose to ask for an article if the article is GOOD ENOUGH. SPIRELLA IS GOOD ENOUGH. 93. Always vary the question when asking for the order. You can express the same idea in various forms if you only think them out. As a rule, use the strongest expression you can formulate. Always put the question in the affirmative as it suggests an affirmative answer. A question put in the negative suggests an answer in the negative.
Use same of the following forms: "You certainly want a Spirella Corset?" Where you feel they are ready to give the order, and you ought to know this after you have had a little experience as well as before you ask as afterwards, say "Your full name and address, please," and if they give you this, that is the same as giving the order for a corset. "Now, what style of corset would you prefer?" "What kind of material would you select if you were to order a corset?" "If I will bring you just such a corset as I have shown you, you will certainly want one." "Now, if I can suit you in the material, I think you will want a Spirella Corset." "If Spirella does what we claim for it, you certainly cannot afford to be without one of these corsets."
As you approach for the order each time, take a pencil and your order book in the attitude of taking down the name and if she makes no objection, at once ask her for the full name and address. Do not hesitate on this point, but act as though you expected the order and if anything express surprise that you did not get it. You really should be surprised at people for not buying. THE NORMAL THING TO EXPECT IS AN ORDER, AND IF. YOU HAVE AROUSED THE RIGHT INTEREST AND CREATED A STRONG DESIRE AND MADE THEM FULLY APPRECIATE THE VALUE OF SPIRELLA, THE ORDER WILL FOLLOW AS SURELY AS THE NIGHT THE DAY.