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r how he liked the last suit you sold him. Let by-gones be by-gones. This is a new deal. Whether he was entirely satisfied is not the point now. Don't raise dangerous questions. "There are a dozen reasons why his last purchase may not be remembered with pleasure--reasons that have nothing to do with the value he received or the actual merit of the clothes. "If he voluntarily mentions the last suit with praise take it as a natural occurrence and pass it over; you will try to do even better by him this time. "If he complains of his last purchase don't argue. Leave the subject as soon as possible and get down to the question in hand. "Have confidence in your goods, in your prices and in yourself as a salesman. "There are more sales lost for lack of firmness and decision at the right time than for any other cause. "Among the clerks in the best and biggest of stores there are ten good openers of a sale to one good closer. "Be a closer. "It requires judgment and decision of character, but you can learn to do it. "When a woman goes into a cloak and suit department, she is not satisfied to buy until she has been made to feel that she has pretty well canvassed the assortment, seen practically everything in the stock at the range and along the line she is seeking. "She has merchandise imagination and thinks of the possible garments back there in the stock that she might have liked better. "In this regard a man is somewhat easier to handle. "It is a fact often demonstrated that clerks can close a sale more quickly where the stock is kept on hangers instead of piled on tables. "The preliminaries are more quickly covered. Having walked down the line the customer is better satisfied that the whole selection is placed at his disposal. "There is no secret about it. Nothing held back. No mysterious pile of garments on a table that he cannot see. "Note the tendency of the customer to investigate a pile of coats--lifting up the corners and looking at the patterns. "A coat in plain view, taken off the hanger, is more obviously a thoughtful selection of a garment definitely suited for him and he is the more ready to make it his own. "The important thing in closing a sale is to narrow down the choice as soon as you can to one or two strong possibilities, flanked by a bad one--that is, a style or a pattern that you know the customer doesn't want. "When this point is reached it is well to move the cust
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