Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 36

You must be guided by your best judgment. If you have reason to think the customer has confidence in you, show first the particular chair that you honestly believe is best for her purpose, introducing it with a brief, pointed, and purely impersonal comment on its beauty, style, and peculiar fitness for her own purpose. Don't use superlatives. She may not like this piece well enough to buy it immediately, in which case you will be seriously handicapped in trying to interest her in another one. If, on the contrary, you do not feel assured of her complete confidence, probably it will be wiser to show your second or third best piece first, holding the best in reserve.

As soon as you detect signs of real interest in a chair, build up a little group based on the principles of harmony which are stated and illustrated in unit VII, page 142. In some cases a small table will be enough; but usually it will be better to use a larger table, a lamp, and often a small rug and a length or two of drapery fabrics, if you stock them. The purpose of this procedure is to help the customer see your chair as an integral part of her own room and to emphasize its desirability as a means of making that room more attractive. If she already has the pieces necessary to form a complete group when the chair is added, select pieces as nearly like her own as possible. If not, select pieces that harmonize perfectly with the chair. Don't tell her that she ought to have these pieces. Merely show them without comment, and defer any attempt to sell anything more than an easy chair until after the chair has been sold.