“When this point is reached it is well to move the customer away from the rest of the stock, say to some distant corner where he can stand on a rug and look in the mirror—
“Where his whole attention can be given to one suit, or at most a choice between two.
“A sale must be opened easily. The customer should never be made to feel that he is being restricted in his selection. But the moment you can form an idea of what he wants you can probably think of just the thing for him.
“If you handle him right he accepts your knowledge of the assortment, instead of demanding a complete canvass of the stock.
“It is then you may know that you have established his confidence.
“In a comparatively short time you can narrow him down to a choice where by a tactful show of firmness you can help him decide.
“In the handling of almost every sale there is a point beyond which the customer begins to flounder and show indecision.
“The weak salesman leads him on and on with no stopping point—no place to close—and the prospective sale fades to a ‘just looking today’ excuse.
“This is a universal fault among retail clerks.
“The test of salesmanship is in closing a sale.