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 duction in starting. It is imperative, however, that you should master at least one good method and use it. You can vary it later, when you have a better one.

The following is a good method practiced by a very successful local Corsetiere. Study it until you make it your own. Remember, at this critical point, your manner of address, counts for as much as what you say. Both are important.

15. MODEL INTRODUCTION.—Give a loud rap or vigorous ring. Mrs. Jefferson considers it important and quickly comes to the door her­self. Does not send the little girl as she is likely to do if you rap timidly.

Mrs. Wilie standing about a pace from the door turns and bows po­litely with "Good morning! Is this Mrs. Jefferson ?"

"Yes."

(Mrs. Wilie.) "Thank you. I am Mrs. Wilie." A moment's dignified pause. (Manner must be pleasant and expec­tant.) This gives Mrs. Jefferson sufficient time to collect her thoughts and she usually invites you in.

The graceful bow, the winning smile, the well modulated voice, and the polite but dignified poise,—all are of equal importance.

If she hesitates at this point to ask you in, say after only a moment's hesitation:

(Mrs. Wilie.) "Mrs. Jefferson, I called to talk a moment about 'Spirella.' You have heard of it, have you not?"

(Mrs. Jefferson.) "Yes or no."

(Mrs. Wilie.) "Every lady expresses her delight over its merits. You can spare me just a moment, I trust?"

(Mrs. Jefferson.) "Come in."

16. (Mrs. Wilie, stepping inside quickly and taking a seat in the room to which she has been shown.)

(Always take a seat near the lady you are trying to interest. Should she sit on the opposite side of the room, move your chair up beside hers. It is important that you take a seat in as high or a higher chair than she does, as you are at a disadvantage and lose prestige by being obliged to look up to your customer. Endeavor to sit so that you are not facing the light, but always facing her, if possible. It will pay you to study the effects of these small details.) "I want to show you first the merits of Spirella."

"MASTER THE DETAILS, LEST DETAILS MASTER YOU."

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