Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 34

In many simple sales it will be unnecessary to ask many questions, or to enter the answers on the plan. Since you cannot know this at the start of the interview, however, it is usually wise to show the plan, even if you make no actual use of it. The effect of this procedure catches interest, places the transaction on a more professional basis, and helps create confidence in yourself and your store as skillful and competent advisers in the selection of furniture.

Figure 4.—Room arrangement plan

Note to salesperson.—If you do not have a floor plan and have not seen the room in question, take blank paper and pencil. Block in window and door openings and location of "other" furniture. Then proceed as suggested, recommending nothing that will not enhance the attractiveness of the room for its particular use. Always date your sketch; place upon it the name of your customer, and file for later reference.

If you decide to use the plan, spread it on the table, and say, in effect: "This device helps us to serve our patrons who are interested in buying furniture that will add to the comfort and beauty of their homes. In your own case, for example, we have scores of chairs that are good looking and that are good values. Yet, if you were to look at all of them you would undoubtedly find that some are too large or too small and that the great majority will not harmonize perfectly in design, style, or coloring with the other things in your own particular room. By using this device you can give me a clear picture of your room as you want it to look. Then I can show you only such pieces as promise to meet your requirements, and you in turn may select the one chair that seems most suitable. Do you have a guest chair in mind, or one for the special use of a member of the family? If for a member of the family, the sex, size, and individual preference must be taken into account; if for guests, the general decorative character of the room only.

"The new chair will be seen against the background of the walls and the floor coverings, and as a part of the group to which it belongs. Hence, we must be sure it will harmonize with these other elements. Your rug, for example, is——?" Enter important information which is given on the floor plan under the heading "Floor covering." Information needed includes the type of rug (which may give you an idea of the buyer's price level); coloring; and type of design (which will indicate to you the characteristic features of the new chair necessary to insure harmony). Then proceed in the same way with the walls, woodwork, draperies, and principal upholstery fabrics.

If by this time your customer shows signs of impatience, you may wish to say in effect that you can show her several chairs that will fill the requirements admirably. Then go to work.