Show Touching the Pocket Nerve By Miss Diana Hirschler LL B Expert Trainer in Salesmanship Mr and Mrs Doubtful have equipped himself with tha decided to renovate their I knowledge of thee man Inside houso and are deep In the tho office door tho man who discussion of wall paper gives advice and gets paid for waxed floors now dining room it not only In money but in table etc Mrs Ds conversa appreciation lifting the load tlon Is full of Lucy recom of anxiety from those who mends Blanks for so and so seek him Mary says wo ought to be Ib Dontbe abutler even very careful If we patronize ar though you are a courteous Clarks because they break flunkey their promises Jennie tells Be a doctor and diagnose me her rug didnt wear well the case that she bought at The Orl f < Be ent etc etc a lawyer and convert jour Jury In tIe I midst of It Mr Near r Be an architect and by comes In and catches tho f 4 construct drift of the conversation Ho llti con-struct a helpful argument Or be an artist and put In breaks In with Sny Bob If i strokes that tell you want wall paper Ill tell you of u crackerjack salesman Introduce yourself to your to go to I believe ho fairly own goods Make them eats wall paper hes so wide friends of yours not the kind awake about it Ho knows that stick hut the kind that what you want better than you chant parting Is such sweet do yourself > sorrow and are gladly swal Mr Nearby Interests Mr lowed up in wrapping paper and Mrs Poubtful so that they and string call for this salesman at that S How tho race of shoppers particular store Ho Immediately flock to such an expert Immedi-ately enters Into their plans Mr Provider Is willing to I with spirit and astonishes g wf u shop with his wife when they them with his extensive 4p are going to deal with Mr knowledge of patterns their u J Expert Miss Proudfoot un designs their blending colors 7 bends to Miss Bright behind the qualities of paper tho effects < J the counter who shows that ef-fects of light and shade and she knows not only color but whether they would permit style and tho appropriateness many pictures hung against of each to the Individuality of them In addition he know the tho wearer paper and pointed out Interesting history changes of wall In worth the race of shoppers are out to got tho full styles In ceiling decorations worth or their money and theyr In friezes etc many a time they recoir When they left him Mrs D said Impulsively nlzo their helplessness If they only knew whenco to turn f Well that man Is an artist I feel positively hp for help But tho Inept sales porson at their u rested He takes r elbow merely tells them a load right off the prlcowhlch your shoulders Is and now she sighed resignedly I spose wo have plainly markedand looks patiently resigned or to go back to that stupid furniture department Indllrerenlly apathetic while they flounder about again And It truly seemed more stupid than and not to get have what they dont want or what they ought ever The salesman was affable enough but ho Come seemed only to follow them about state prices como rub your eyes and put the micro and tell them what was the latest scope to your goods It Is the way 10 touch pocket tbo lie did not know how to suggest what would porketnervo ur your customer 110 wants your harmonize with tho rest of the room nor how goods and you want his money That Is ho Your > our wants goods If It might fit In Into their jou can wn any way particular needs prove U to him And Neither did ho to want his money not now V YOU educate them to an Intelligent merely but and next week next month Tear ° appreciation of his furniture as tho other sales and next year Use scope on YOUr tole next clot ° had with year and done his wall man paper bring It close > ou to you understand iniJn If The first salesman was n genuine comfort be what you are talking if i you talk about yoS B about and causo he gave them tho advice of a specialist what You understand He knew that out of every dollar the customer see his money coming tto you raeryear you call fourrordfive cents You have year honco I paid for those goods four or flvo cents came to a surely tied a string T lllm him for his service So ho did not merely touch willing captlvoyo have shawn him howo fa I his cap as a lackey does In the vestibule but ho convert his money Into goods that satisfy haw to lCQ1rlsht 1905 by J Joseph I I U Bowles |