Page 35 - One Thousand Ways to Make $1000

let me have an order.”
Mrs. Anthony’s method of getting past the door is used by many successful
salespeople with good results. She makes an average of forty-five calls daily,
and during her second six-month period of selling for this company earned
commissions which totaled eleven hundred and seven dollars. Her biggest
day’s income came just before commencement exercises at the University of
Chicago, when she called on two sorority houses and sold fifty-six pairs of
hosiery in two group demonstrations. Her commission is fifty cents a pair,
collected as a deposit from the prospect at the time the order is given. The
balance due the company is collected C.O.D. when shipment is made.
This type of work is ideal for women who are anxious to turn their spare time
into money. Working hours may be suited to your own convenience and no
investment is needed to start in this remunerative business.

OvercomingPriceObjections

I

T IS typical of merchants and others engaged in smaller businesses to feel
they cannot afford most of the things they would like to have. It seems to be a
sort of complex with them. But as Henry Ford once said: “Every man feels
much poorer than he really is.” This is a good point to remember when
selling to storekeepers. You have to anticipate this objection, by presenting
what you may be selling in a way that will turn the price into a reason for
buying. Very often this “can’t afford it” feeling can be made the key point in
a sales presentation and capitalized to advantage. This is especially true if
you are fortunate enough to be selling a product which looks “expensive” but
which actually costs much less than the prospect imagines he will have to pay
for it.

Take the case of George Conrad, for example. He has developed a surefire
plan of selling slicing machines around this very idea. When he enters a store
he doesn’t say a word, but lays a big broadside on the merchant’s counter
showing a colorful illustration of the slicing machine he is selling. He leaves
the machine outside in his car.