TALKATIVE PEOPLE
Something has already been said concerning the salesman’s attitude toward the talkative customer. It is safe to assume that nothing definite in the nature of a sale will result by encouraging such people to talk. Knowing practically nothing about shoes, the natural result is that if they are encouraged to go on the conversation must drift from the subject of shoes. This means that the sale is then less of a reality than it was when the customer first sat down in the chair.
A one-sided “conversation” cannot long continue. The salesman should take part in it only as long as it has some bearing on his special mission—that of selling shoes. As it continues beyond that point he should offer no further encouragement to go on, but should wait with consideration until there is a pause, and then continue from where he left off with the selling talk.
Oftentimes there will be suggestions made in the course of the conversation that may later be used in an effort to encourage further purchases. For example, some reference may be made to the purchase of an evening gown. At the proper time this will open up an opportunity to suggest a pair of silk slippers or a satin pump. However, it is well to complete the first sale before offering suggestions concerning additional purchases.