35. RESERVE FORCE is indispensable to your best success. A good general never puts his entire army into action at one time. He keeps in reserve same of his strongest regiments, and heaviest batteries, and only brings them into action when the exigency of the situation requires it. Do the same in your work. Keep some of the strongest reasons why Spirella is the best corset and will give this particular individual the best wear in reserve; in other words, the arguments which apply to this particular case until the last. Talk about the merits of Spirella in a general way at first, until the interest is thoroughly aroused. When it is necessary, call upon your reserve force for more specific arguments to bear effectively upon the case in hand, and to meet her objections successfully. This, too, is the place to make most effective use of testimonials. You should study our testimonials and commit to memory at least a dozen of them bearing on as many different points. Also gather local testimonials and use the same whenever advantageous. The right formation and use of your Reserve Force will gain many good customers which you otherwise would miss by a small margin. FORMULATE A STRONG LINE OF RESERVE ARGUMENTS AND A HEAVY EFFECTIVE BATTERY OF TESTIMONIALS, AND USE THEM AS WE ADVISE.
36. It is best at times to state the terms of the sale as early as possible after arousing a strong interest. What we mean by "terms of sale," is the price, style and quality of the cloth and stay. Had you not secured Mrs. Jefferson's order at the point when she gave it, you should have continued to meet her objections by reserve arguments and testimonials as stated above, and at the same time backed up every statement and every argument by showing the goods, until you have completely "knocked out" every argument she presented, and leave nothing but the total absence of money keep her from giving the order.
37. HOSE SUPPORTERS are not included in the retail price of Spirella Corsets as given in the Price List. Most customers want Hose Supporters with their corsets. We, therefore, advise that the price of the Hose Supporters be included in the price you quote to your customer. Do not hesitate to name the price when you know what your customer wants. Let the Hose Supporters selected be appropriate to the corset. Do not quote a cheap Supporter on a high grade corset or a high grade Supporter an a low price corset.
For durability we recommend our Hose Supporters made of the heavier webbing. We use the best webbing and the best fasteners obtainable for the prices quoted. We endeavor at all times to get fresh stock. A Hose Supporter loses its life, its elasticity, if subjected to heat.
By quoting the price of the Hose Supporters with the corset you then have a chance to deduct from the price quoted in case a customer does not want Supporters. By quoting the Hose Supporters with the corset you avoid the objection sometimes offered that Hose Supporters are furnished free with some corsets.
"IF YOU DON'T GET THE BUSINESS SOMEONE ELSE WILL."
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