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The Golden Censer - The duties of to-day, the hopes of the future by John McGovern
page 66 of 327 (20%)
if he were a piece of furniture, but in the town this is all changed. A
majority of the citizens know you, and all regard you with better
breeding than would the city customer. You are young and positive,
because you know very little about life. Curb yourself. Let the customer
make all the statements he has to make. He will run out of them
presently. In case he want any of yours, he will then ask for them, and
literally be at your mercy. As to


YOUR HANDS,

have them very clean. It will be a positive advantage to you to wear no
rings. In case the people like jewelry, it distracts their attention
from the great idea (a sale); in case they do not like gew-gaws, it will
put you in opposition. Make your great effort in the direction you think
the customer's mind is taking. Sell him what he thinks he wants first.
So much, sure. Then, if he changes his mind, it will be to your profit,
generally. When the customer speaks to you, it gives you your programme.
If he be cheery, imitate him. He is your friend and is giving you an
example. If he look hard at you,


LOOK RESPECTFULLY

at him. Serve him with alacrity, say nothing not necessary, and the joy
in your heart will thaw him out before long. Express to your customers
your desire that they should come again,--never by words, because that
is too difficult, except in a barber-shop, where it is a custom--but by
opening the door for them at their departure, even if you have to keep
another customer waiting, and by thanking them on receipt of the money,
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