SILENT
The fact has already been mentioned that the silent salesman causes the customer to be ill at ease. More so, perhaps, is the silent customer difficult to handle and the cause of embarrassment to the inexperienced salesman. The natural thing among people is for them to talk enough so that their thoughts on a subject may be known. Perhaps the best plan in serving customers who will not express an opinion is to take it for granted that they agree with everything being told them and finally to assume that they are satisfied and ready to make the purchase. To close the sale some definite suggestion, such as, “In wearing these you will find the cushion pad of special comfort,” followed by the motion of preparing to write the ticket, will either close the sale or else cause the customer to express definitely any opinions or preferences he may have.