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.
SECTION 9.
- Clinching the Order.
94. IF AFTER GETTING AN ORDER, for any reason you feel that the person is not wholly to be relied an, say:
"Now, of course, you understand that I order this corset especially for you and it will be a great disappointment and loss to me if you do not take it."
This usually will cause her to say, "Oh, I always take what I order," and by thus doubly committing herself, she is more apt to do as she agrees. Should she resent what you have said, say to her that you usually explain this to the people, and say:
"Of course, you know, there are some people who do not always do as they agree."
Instead of following the above course it would be best in some cases, such as minor young ladies, servant girls and others whose reliability you have reason to doubt, to require them to have the endorsement on the
