He had certainly created a bad situation on the floor, but the trusting woman had confidence in his early statement that the Hoover would clean away the mess. But when he had finished making her home dirty, he said, “Now, madam, we will show you what the Ne w Hoover will do! Where is the electric light socket?” Whereupon the poor woman informed the salesman that unfortunately they used only gas in her home! That’s what happens when you fail to FOLLOW THE PLAN. From now on, Hoover salesmen FOLLOW THE PLAN and always place their Hoovers beside the electric light socket, immediately on entering a home, to make sure the house has electricity – before they get caught in the embarrassing situation of their good English cousin.
Always remember to follow your tested sales plan.
P. 113
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