Its lines may be straight, direct, strong, vigorous, virile, incisive, clean, forceful, masculine; curved, soft, luxurious, graceful, gracious, suave, sinuous, yielding, flowing, or feminine.
Its colors may be rich, vivid, brilliant, gorgeous, glowing, gay, stimulating, inspiring, exhilarating, cheerful, flushed, clear, unfaded; soft, sober, mellow, softly blended, quiet, restrained; polychromatic, many colored, a rich mosaic of color; its color scheme, smart, in today's mode, direct from Fifth Avenue; popular, intriguing, refreshing, satisfying, or delightful.
Its texture may be fine, smooth, satiny or satin-like, velvety or velvet-like, lustrous, glossy, caressing; vigorous, open, or rough.
It may be comfortable, comfort-giving, restful, reposeful, soothing, inviting; give an impression of ease, easy comfort, cushioned ease; invite rest, repose, or relaxation.
These words will be especially useful in the process of "high-lighting" or introducing a piece with a brief characterization designed to enhance its value before the serious work of selling it is undertaken, as in the phrase, "Here is an armchair of flawless beauty," employed in introducing the Chippendale chair.
Technical terms, provided you explain them almost immediately, are effective. To speak of the cabriole or the term leg, the Spanish or the bun foot, the saltire or the silhouette stretcher, or of marquetry, vernis martin (pronounced, roughly, ver-nee mar-tang) bombe fronts or varquenos will not harm you with any customers, while with many it will serve to intrigue interest, deepen appreciation of the importance of furniture, and add to your own prestige as a man who knows the details of his business.
SUGGESTIONS FOR BUILDING YOUR VOCABULARY
Any salesperson in the home furnishings field will find it convenient to adopt some simple plan of acquiring the expanding vocabulary which always is an asset:
1. Purchase a book of synonyms. Take an article you are to offer for sale, for instance, an armchair. Try, first, to use correctly a dozen different descriptive words which apply to this particular armchair. Then take the idea of design or texture or surface of this armchair and add a list of 10 to 20 adjectives which might well be used in discussing this chair with a customer. You may depend upon it—she will prefer, "Here is an armchair of flawless beauty" to "Here's another pretty number."
2. Read descriptions of latest offerings shown at the furniture markets; study closely the choice of words in presenting illustrations of special thumb-tuft carpeting, a drop-leaf table, wing chairs, any simply styled grouping; use these newly found friends exactly, confidently, and constantly in your own selling procedures. Practice! Practice!