besides it will be a month or six weeks before I deliver and this will give you ample time to prepar to take the order. It is always best to order several weeks ahead, because if you wait until you are about to have a new dress made or want the corset to wear in a short time, you are liable to be disappointed, because the demand for Spirella is so great, and the fact that we are doing a strictly order business, makes it necessary for me to send in the orders at least three weeks or a month ahead of the time of delivery.
"You cannot purchase a made-to-order or custom corset in a hurry, as you can a ready-made store corset. You must give me sufficient time in which to order the goods and get them to you. So if you want a Spirella Corset, now is the time to order it, and I will bring it on any of my later deliveries here. YOU SURELY WANT ONE. Your full name, please."
After answering her each objection, fully, it is a good plan to approach for the order and close the sale, if possible. In closing always have appreciative testimonials at hand and use them effectively. Commit these testimonials, do not read them.
The above are only a few of the objections which may be raised, and we have only suggested answers which might be extended indefinitely. You must be original and use good judgment if you would win. DO YOUR OWN THINKING. REMEMBER, THERE IS NO OBJECTION WHICH CANNOT BE SUCCESSFULLY ANSWERED, AND YOU WILL DOUBTLESS THINK OF THE ANSWER IF YOU MAKE THE EFFORT. IF YOU ATTEMPT TO ANSWER EVERY OBJECTION RAISED, YOU WILL BE SURPRISED BY THE GROWTH OF YOUR STRENGTH AND POWER IN YOUR WORK. Go at your work determined to remove every obstacle and answer every objection.
SECTION 8.
- 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.
