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 When you have created interest anew, it is your business to reach the spring of your customer's nobility. With these two levers, you will soon bring her to honorable action. Say pleasantly, but with firmness, "You gave me the order for the corset, I sent for it and have brought it to you, and I am sure you mean to honor your order and take your corset."

At the same time keep right on showing the beauties of Spirella to Mrs. Unreliable, and induce her to take her corset the same as though no objections to receiving the goods had been made. Sometimes a little flattery as to the person's standing in the community or immediate neighborhood will work wonders. Each one must judge as to the best levers to use in such cases.

139. The writer remembers a case in his early experience when he called to make a delivery, the lady said she could not take what she had ordered. She had no money, and besides her husband was mad because she gave the order, and would not allow her to take it.

In this case I said:

"Mrs. R---, I have delivered as I agreed, have I not?"

"Yes." "I have fulfilled my part of the agreement, have I not?" "Yes."

"Is it more than fair that you should keep your part of the agree­ment?"

"Well, I have only one dollar. I cannot pay you to-day; but I can pay you the balance to-morrow."

"Very well, just give me the dollar now, and I will give you a receipt for it."

Taking the article with me I told her I would call to-morrow and finish the delivery.

140. You should be versatile, tactful and expedient when delivering. It is important that you keep the good will of your customer, but it is also very important to you that you deliver to everyone of your custom­ers, including professional dead beats.

Occasionally one may really imagine that you have not brought her exactly as good a corset as she has ordered. Show her pleasantly that you have and that you intend to hold her to her contract.

141. If a woman really has not the money, persuade her to borrow it from some of her neighbors; explaining the urgent necessity of the case; that you cannot return that way, that you are losing valuable time from other work that needs your immediate attention, etc. If she will do it, go with her to her neighbors and help her to negotiate the loan.