Page 39 - One Thousand Ways to Make $1000

closed.
“My friend pointed out the following errors in the method I had been using:
(1) My opening arguments were not natural or interesting. (2) I did not tie up
the prospect with the idea of owning another suit. (3) I did not show how
good my suits were in comparison with those being worn. (4) I did not
picture the prospect wearing the suit. (5) I was voiding all the previous
interview by a negative suggestion at the close, when I should be writing the
order.
“Closely following the tactics used by my friend brought results. I now sell
an average of four suits daily, netting commissions of $12.95 a day which is
better than $3,000 a year!”
Gleason calls on business men and workers in shop and office; he does not
waste time on men who are not working. Calling at the factory entrances of
plants about lunch time enables him to make a demonstration to a group of
men and arrange evening appointments at the homes of those interested. He
sells from a sample. The order blank is so arranged that anyone can easily
follow the directions for taking the accurate measure for a suit. The deposit,
made by the prospect at the time the order is taken, is the salesman’s
commission. The balance is collected C.O.D. by the manufacturer when the
shipment is made.
To sell clothing successfully does not require selling experience of any
nature. It does require a sales plan and some initiative in working the plan.
Many made-to-measure tailoring companies, selling their suits through direct
salesmen to the wearer, supply detailed instructions for salesmen.

The Right and Wrong Way to Sell NurseryStock

W

ILLIAM WERNER got his first thousand dollars from trees. There were
financial worries in the Werner household, and the need of additional cash
led Werner, who clerked in a men’s furnishing store, to sell nursery stock in
his spare time.

“One day,” he said, “I happened to mention my nursery line to a teller in the