Page 34 - One Thousand Ways to Make $1000

In three days I made only two sales. Something was decidedly wrong.

“I realized that I was not using a scientific approach when calling on these
women—I was saying the first thing that came to my mind. Since I wasn’t
getting anywhere, I thought something was wrong with my product. Then,
like many others, I blamed my inability to make sales on the kind of work I
was doing. Indeed, I was so sure it was because I was doing house-to-house
selling that housewives wouldn’t give consideration, I was annoyed and
upset. Yet the idea of selling hose, of handling them, of talking about them to
everybody was strong enough to overcome the impulse to quit. Out of my
first impressions about selling, there emerged a few clear ideas on
salesmanship. I began to realize that my trouble was the way I went about
making sales; that it wasn’t exactly what I said at the door that mattered, so
much as the way I said it. There are no magic words that admit one to homes.

“Presently I was aware of being more successful getting in when I kept on
talking. Women who opened the door to tell me they wouldn’t buy anything,
usually waited until I made a move to leave before closing the door. So I
began to use strategy. Standing several feet from the door, at the edge of the
porch, I would talk loudly. I would tell the woman about the beautiful hosiery
I carried.

“ ‘No. Nothing today,’ was the usual answer. ‘But if you would only give me
a minute—.’
“ ‘I’m busy. Not today.’
“ ‘It won’t take any time at all. Won’t you let me come in?’
“ ‘I have no money. Not today.’
“ ‘But if you once saw them, Mrs. Smith, I know—’
“ ‘Call back again next week. I won’t buy a thing today.’
“ ‘But I’m not asking you to buy, won’t you even take a moment to look?’
“ ‘Not today. I’m sorry. I’m very busy.’
“ ‘I understand you’re very busy, Mrs. Smith. I really won’t take up any time
at all. Won’t you let me in?’
“After some moments of this type of conversation, the housewife would
invite me inside. That gave me a chance to do some real selling. My
enthusiasm for silk hosiery usually proved infectious and the woman would