Electrical news and engineering . remature attemptto get a definite committal, to get the name on the dottedline, so to speak, when much better results could be obtainedby assuming your customers consent. .othcr 1 want you to notice continued tliisikakr is that 1 had nut said a single word about wiring theliouse yet. Tliat was carefully planned on my part. As ithappened in this case Mrs. Jones had not raised the question,but if she had I should have sidetracked it as .^oon as pos-sible. My aim was to get Mr. & Mrs. Jones to the pointwhere they visualized a nice cosy electric heater in t
Electrical news and engineering . remature attemptto get a definite committal, to get the name on the dottedline, so to speak, when much better results could be obtainedby assuming your customers consent. .othcr 1 want you to notice continued tliisikakr is that 1 had nut said a single word about wiring theliouse yet. Tliat was carefully planned on my part. As ithappened in this case Mrs. Jones had not raised the question,but if she had I should have sidetracked it as .^oon as pos-sible. My aim was to get Mr. & Mrs. Jones to the pointwhere they visualized a nice cosy electric heater in theirliving room, with the temperature just right, Mr. Jones inhis easy chair over his pipe and his evening paper and soon. He was not interested in electric heaters as such or inelectric wiring. He and Mrs. Jones wanted warmth, colorand comfort and that is what I bent my efforts towardsselling them. Mr. & Mrs. Jones selected their heater—two of them in IMll. CA I. Are Your Windows on Your Sales Staff?. Window Displays That Put the Message Across 50 THE ELECTRICAL NEWS fact, a mantle tyi)e and a cheaper one. They were becom-ing quite enthusiastic said Smith and Mr. Jones asked ifI could send them up right away. The crucial moment had come. I am not just certain about the wiring in your homeMr. Jones, began Smith When I was up there this morningthe thought occurred to me that it may be necessary to putin larger wires in one or two places. You get rather bet-ter results from your heater and you know, of course, thatif you overload an electric circuit the fuse blows out and hasto be replaced. I dont think I could let you have electricheat to-night but perhaps by Saturday night it could bearranged. How would it be it I bring up the heaters to-night and look over your wiring? Thus said our dealer step by step I led them knew from the first that this house would have to be prac-tically rewired but I did not think it wise to tell them , the whole th
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