A Ready-Made Rule
The Johns-Manville man is in the neighborhood again. He is still interested in explaining Arthur Hood‟s new Housing Guild plan of buying home improvement on the down-payment plan, just as you purchase a refrigerator or a radio. He has planned his sales arguments, as you read some chapters before. He steps up to Mrs. Smith‟s front door and presses the button. When Mrs. Smith comes to the door, he gives his name and mentions the Johns-Manville Company, and then says:
“This is your free copy of 101 Ways of Improving Your Home.”
Mrs. Smith reaches for the booklet, but he turns to page 16 and says:
“This is a picture of a kitchen we just finished for your neighbor. Isn‟t it
delightful?”
He shows her several other pictures, and then says:
“Pardon me, I‟m getting your home cold. I‟ll just step inside.”
If it is summer, he says:
“I seem to be letting in the flies. I‟ll just step inside.”
He Puts Her At Ease
Once inside, he puts the woman at ease by saying:
“Just sit down and make yourself comfortable, Mrs. Smith. I know you must be on your feet a great deal.”
She sits down, still desiring to see more of those interesting pictures, but he wants to win her immediate liking for him, so he says:
“What lovely curtains you have. You must be an interior decorator at heart. Did you pick them out yourself?”
She is quite flattered and proceeds to explain with great pride that she picked out the curtains and, in fact, the furniture also.
Say something about the home, if you want to make your prospect like you immediately. This is a good rule for any door-to-door salesman to remember – a good rule for you to remember even when you are making a social visit.
P. 103
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