Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 29

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The experienced salesman is accustomed to form a quick judgment of the customer and to base his opening procedure on that judgment. The technique presented here is designed particularly to help this salesman make large sales or handle small sales which may be expected to produce future business.

Let us assume that your customer has not asked for an advertised chair, and that there is nothing in her appearance or manner to enable you to make a close guess as to her tastes and means. All you know is that she is interested in an easy chair. Since she has not told you exactly what kind of chair she wants, it is safe to assume that she doesn't know. On the other hand, you may be certain she wants a chair to serve some particular purpose of her own. The chances are that she has only a vague idea as to the particular type of chair which will best serve this purpose; you as yet have no idea whatever. Accordingly, you must choose one of three methods for starting the sale.