Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 19

Salesmen interested in fundamentals will do well to remember four points of value in selling:

1. Talk to your customer as though she knows about the product but explain everything as though she knew nothing about it.

2. Treat your customer with unfailing courtesy.

3. Assume that she is able financially to buy anything on the floor even if her general appearance leaves room for some doubt. When basic facts are established, suggest justifiable time-payment plans as an arrangement she might prefer—but do this tactfully since many women are sensitive about money and credit ratings.

4. Make your sales story complete. Tell it simply, directly, earnestly, and honestly.