Instructions in Spirella Corsetry/Chapter 5

Chapter 5: The Sales Talk
1. Your knowledge concerning corsetry will be of no value to you, unless you are prepared to present it through the medium of a sales talk. Selling talks are fundamentally alike, that is they are planned so as to cover certain well defined essentials. These are

1st—a subject of common knowledge, 2nd—the general merits of the article you are offering, 3rd—the specific merits adapted to personal needs, 4th—obtaining the order.

2. BY A SUBJECT OF COMMON KNOWLEDGE, is meant same topic about which the client knows and with which you are familiar. To make this applicable to your work, corsets in general will be your subject of common knowledge. Through this subject of corsets in general, you can lead up to your specific subject of Spirella corsets and to the demonstration of the Spirella stay.

3.	BY GENERAL MERITS is meant all of the paints of value in the Spirella stay, the corset and your service. You present these by using the prepared demonstration of the Spirella stay, (Section Four). Through this -you show that every quality of the boning which you demonstrate, produces results which when incorporated in a corset, enable you to render valuable service to the individual client.

4. BY SPECIFIC MERITS ADAPTED TO PERSONAL NEEDS is meant, convincing the client that the merits you have shown in the Spirella stay, the corset and your service, meet her individual requirements. In other words, convince her of what Spirella corsets, combined with Spirella service, will do for her. 5. If her concern is her health then the control and uplift se- cured by front adjustment, the correction of poise, the freedom of pressure an the stomach and diaphragm, the ventilative qualities of the stay are paints to bring most forcibly to her notice. Mention the exclusive award of the Paris Institute of Hygiene. Spirella is the only corset so honored.

6. If comfort is her special desire, then talk the comfort quali- ties in the stay the curve, the spring, the twist; absolute resili- ency, yet with ample supporting power.

7. If fashion is her chief interest, then speak of what the cor- set will do to accomplish that result. Flat stays take a permanent bend at the waist; their usefulness, as a producer of fashionable lines, is therefore short-lived inasmuch as they quickly conform to curves of the body and of course after that, the corset is of no cor- rective value. Mention the honors and awards Spirella has re- ceived.

8. If you have a thorough knowledge of the merits of the Spi- rella corset, the stay and your service, and are able to adapt them to the client's particular needs, then you have only to, get her defi- nite consent for you to order a corset for her.

9. OBTAINING THE ORDER. Women are already convinced that corsets are a necessity; it is your part to convince the client that the Spirella corset, plus your service, will give her better satis- faction than she can get elsewhere. If you have presented the first three essentials in a manner to carry conviction, the order will be secured.

10. You have a definite result to achieve. To accomplish this result with the least amount of effort and with reasonable assur- ance of success, you must have a logical method of procedure.

11.	Thoughtfully plan your work and then work your plan. To neglect to plan your work is to invite failure. On the other hand if you have built your plan and have made your preparation, you have confidence in yourself, the corset and in the service you have to offer. You, therefore, approach the prospective client with con- fidence.

12. The method of procedure will vary somewhat according to the locality in which you live. If you are calling an your nearest friend or neighbor, she, no doubt, is acquainted with the fact that you are the Spirella corsetiere in that district. In such a case, it is not necessary to introduce yourself and you can at once pro- ceed with the sales talk. If you are unacquainted it will be neces- sary to introduce yourself.

13. When the door is opened say: "Mrs. B., I am Mrs. A."— (expectant pause.)	If not invited in at once, say: "I called to see you on a matter of mutual interest", and walk in. When seated say: "Mrs. B., I am the Spirella corsetiere for this district. I want just a few minutes of your time to explain to you something of the work we are doing. I feel that when you know about Spi- rella and Spirella service you will be greatly interested.

14. "Perhaps you have never thought of corset selection and fitting as a profession. Well, it is. We realize that corseting each woman is a separate problem which must be given careful thought. The flesh can be moulded into proper lines, or it can be incorrectly moulded. This is because flesh moves from under pressure. The wrong corset because of incorrect' pressure may force the flesh down on the abdomen and hips and up out of the top of the corset, thus marring the figure outline.	This may also bring about a physical injury. Understanding these principles we are able to take your measurements, observe your figure conditions and select for you the proper corset to bring out the best possible lines in your figure, as well as one that will meet your individual requirements.

15.	"We believe, Mrs. B., that when you know the healthfulness, comfort and beauty of a Spirella corset you will feel that you can- not be without one."

16.	[Here give the prepared demonstration of the Spirella stay.]

17. You have already observed the client's requirements. Emphasize that specific merit of the stay in your demonstration that will apply to her personal need. This method of procedure should result in obtaining the order.

18.	Should the client ask the price of the corset, say:	"I cannot tell you the exact price until I have measured you.	You see your corset will be built especially to meet your need.	I cannot tell what corset you require until I have taken your measurements and studied your figure. You know a dressmaker does not quote a price until she knows the kind of gown you want and the material from which it is to be made.	I assure you, Mrs. B., the price will be law consid- ering the value you will receive."

19. Now is the time to make the suggestion far taking her measurements. Make it in such a way that it will be easy and natural for the client to answer "yes." For instance, do not say, "May I take your measurements?" Make a positive statement, such as, "I will now take your measurements," or "Mrs. B., I am now ready to take your measurements."

20. Proceed to take her measurements and write them down in the "Memorandum Order Book." when you have studied her figure and decided upon the corset necessary, take the book of materials and open it to the sample of an attractive material of suitable quality; holding the sample book open toward the client, with the thumb and finger and say: "we have a very good selection of beautiful materials, Mrs. B. A corset in this material would cost $—."

21.	Should the client say, "Oh, I cannot afford to pay that much for my corset," answer:

"Price must be in proportion to value received; the amount you pay far a corset is really a matter of habit, Mrs. B. You think nothing of paying a good price for a hat, and perhaps buy several of them in a season.	One corset is expected to give you good ser- vice for six months or a year. You buy several pairs of shoes a year and probably pay good prices for them. The corset is the foundation of dress. Properly fitted corsets, made to meet your. individual requirements, are more important than well fitting shoes, and much more important than beautiful hats. While the corset itself may not be seen, it has the greatest effect upon your health, comfort, style and poise, as well as upon the fit of your gowns.	It can either make or mar your appearance. I showed you this ma- terial first because I know that you appreciate attractive material. We have other materials in which I could make you the same cor- set for a smaller amount."	[Quote price of the next suitable ma- terial.]

22.	You have your client's measurements in your "Memorandum Order Book." You now fill in the date and say:	"How much will you deposit, Mrs. B?" Should the client say, "Oh, do I have to make a deposit?" You reply, "Yes, Mrs. B., that is the com- pany's rule.	All Spirella corsets are made to order.	Inasmuch as this corset is made especially for you, you can see the necessity of such a rule. This is a general rule, not personal, and all busi- ness firms require a deposit on an order where they cut into ma- terial." Should the client say: "Haw much of a deposit do you require? Answer "Two dollars, or more if you wish." [The de- posit may vary according to the price of the corset.]

23. Give Mrs. B. the memorandum slip, filling out the receipt on the back for the amount deposited. Gather together the arti- cles you have been using and prepare to leave promptly, saying: "Mrs. B., it has given me real pleasure to take your measurements and make this study of your requirements. As soon as your corset comes, I will let you know and will adjust it for you, so that I may be absolutely certain that everything is quite all right, a cor- set that will be a real pleasure and benefit to you as long as you wear it. It is to my interest to satisfy you completely. I am building a permanent business and I know that satisfying my clients is the best possible foundation."

24.	If it is not convenient for Mrs. B. to have her measurements taken at this time, make a definite appointment for an early date and be careful to keep it promptly. Ask for an interview with other corset wearers in the family and interest them.

25.	Just before you leave the client's home say:

"Mrs. B., by the way, no doubt you have recently heard some friend of yours express herself as desiring relief from some corset trouble, or, as not being perfectly satisfied with the one she is wear- ing.	I would appreciate your giving me her name. Kindly write it on this card, (here present the introductory card, Form 606) with your signature. This will afford me a personal introduction. Thank you. Good morning, Mrs. B."

26.	Make a practice of calling on every corset wearer at stated intervals. In this way you will eventually secure all of them as your clients.