The Golden Censer - The duties of to-day, the hopes of the future by John McGovern
page 66 of 327 (20%)
page 66 of 327 (20%)
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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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