Show CLARKE TELLS V VV V OF HARD SALES Advises Advises Members of Y M MA C CA A Salesmanship Classes to Keep Cool rhe class conducted un under uner der d er the auspices of the Y M I C A even Ing i ng Institute met last night In the ot o f the Utah Gas Coke company J E Clarke Clarke superintendent of oC new business for f or this company talked on Handling Objections and Clinching the Sale SaleY He said aid s in part Of al all cranky crank customers ansi nd those from f rom whom you receive the most ions Hone t the worst to handle Is the one you ou go out to see You drop In 01 on him when ho he ha has not Invited you OU to come He Is not anxIous to take time and attention from his regular busIness to consider the proposition which you have to lay betre him The be best t way a to handle objections Is to answer them bel before re the they aie made Be frank at al all Ures tImes I If an objection Is raised which cannot be refuted do not hesitate to admIt I It ItIn HIn In answering what I term real tons In to an Imaginary one the the first thing to remember Is to keep cool I It is Information that he wants ants and nd you ou have the advantage oC But it ho ho sees I at 08 to reply le he at once begins to to lose conf ane and soon concludes that his oh ob Is Ig 1 a one one Dont Hurry Away Avoid heated Do not con contradict in an abrupt way a asale sale Js is te the bias bJes alho gh It requires some ome skill ki to todo do It rIght right When you have your our ens order do not beave o olid r le lid the hurry nW away Stay with your our customer long enough to enthuse with him Make hIm f feel cl that ho he has dOIe done just the right thIng The hardest sales t make are often oCten the tho most valuable one fo fo the ne Ie V I a easy easi ones to ou ln It Ita a a customer and a victory to get an an ord order r In the f face ot of difficulties T R R of f New York speaks peaks at the t next V session of oC the V V VV VV |