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 42. We produce the proper corset for each figure to give it the proper style and comfort. These are all fitted to living models before the style is adapted and placed in the Spirella Family. One should not think that because a particular model or style of corset looks artistic an a friend, that it will appear the same on her. It will not unless it is as well adapted to the one figure as to the other.

One may have an entirely different figure, capable of just as stylish appearance as the other, but the corset must be adapted to the figure. Impress this fact upon every customer and see to it that each selects a corset adapted to her figure. Your success and your future sales will de­pend largely upon your selection of the proper model.

You must further teach your customers how to put on their corsets and how to stand and sit correctly. For instructions along this line, see our special circular entitled, "How to Adjust the Corset."

43. A last suggestion. Every customer should be secured with a view to holding her patronage permanently. If you close your sales quickly continue to talk Spirella after booking the order, and make sure you have it well clinched before leaving. If she fully understands the valuable features of Spirella Corsets she will not only be satisfied, but will help you gain other customers. In addition to this section, you should make a careful study of "Our Correspondence Course," and the following section an "Obtaining an Interview."

SECTION 4.

 * Obtaining An Interview.

44. INTRODUCTORY CARDS.—We have outlined a model method for introducing yourself in Section 3, "How to Proceed." That method is good for the average case, in meeting the average customer. There are cases where the method outlined would fail to obtain an interview. What you want is an interview in practically every case you attempt. If you fail it is usually your own fault. You should size up the situation cor­rectly the moment the door is opened. You must learn to judge quickly and adapt yourself naturally, and at once, to the conditions. In short, you must be a master of yourself and master of the situation at every step of the way, if success is your desire.

45. When starting in any territory, it is best to secure your first few orders among the ladies of prominence and influence. In strange towns take a little time to find out who will be the most desirable people to head your list, and go to them first. Some one prominent lady may be the key to the whole situation.

In calling upon her, use the testimonials in the Manual and others taken from our "Spirella Monthly." Also use any you may have from near- -

"YOU CAN MAKE MORE MONEY WORKING THAN YOU CAN VISITING."