Often the maid will answer the telephone. In this case the Regal solicitor is instructed to say very simply:
“Please tell Mrs. Jones that Mrs. Smith is calling.” Again the “Mrs.” Works magic.
When the mistress answers the telephone, the solicitor will get her immediate attention with this: “I am calling about your laundry and dry cleaning.” What women can hang up on this harmless statement? Few did. The next step was to find where and how this prospect had her laundry done each week, in order to know what sales appeals to use in the solicitation. The statement that secured this information was this:
“Do you send your laundry out, Mrs Jones, or is it done at home?”
Regardless of the reply, the Regal salesgirl had an opportunity to explain the benefits that would be derived if the woman would allow Regal to do her work.
Selling is so simple – why complicate it?
Overcoming Objections How many objections do you believe a woman could give a laundry sales solicitor? Well, there are forty resistances – forty objections. Here are a few: I do my own washing. Laundries are hard on clothes. Laundries lose things. Laundries keep clothes too long. I have a maid. I am satisfied with my present laundry. You laundries wash my clothing with other people’s. The Chinaman is cheaper. All of these objections have a logical reply, and always in front of the telephone solicitors are these forty objections – and their “Tested Answers.” Selling services
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