COURTESY.
When my friends are
blind of one eye, I look at them in profile.
—Joubert.
There is no outward sign of courtesy that does not rest on a deep moral foundation. If you are always courteous without difficulty, you are endowed with a nature naturally moral. You are naturally a gentleman. Anyhow, you are behind the counter, and you desire to sell goods. You wish to have customers brighten up when they see you. Very well, brighten up yourself. You ought to be glad to see them. If they are not glad, they, perhaps, have less reason for joy. They are about to part with their money in order to get something they cannot part with so easily. You went to work in the morning hoping a good many people would come in. Now here they are. You can smile on the young lady, but can you smile on the old woman? You can if you are a man. It is nothing but good-breeding to do it. What is this boasted word “good-breeding?” It is “the result of much good sense, some good nature, and a little self-denial for the sake of others, and with a view to obtain the same indulgence from them.” Chesterfield, a man who was as prominent in England as Daniel Webster in America, expressed his astonishment that anybody who had good sense and good nature could essentially fail in good-breeding.
STUDY YOUR CUSTOMER.
If he or she be brusque, be yourself pliable, respectful, and by all means quick. Do not stand in front of him or her with your head down ready to hook or to butt. You are glad the customer has come in. That should solve the whole problem. In the city you are required to “put up with” the bad mannered fashion that people have of treating a clerk as if he were a piece of furniture, but in the town this is all changed. A majority of the citizens know you, and all regard you with better breeding than would the city customer. You are young and positive, because you know very little about life. Curb yourself. Let the customer make all the statements he has to make. He will run out of them presently. In case he want any of yours, he will then ask for them, and literally be at your mercy. As to
YOUR HANDS,
have them very clean. It will be a positive advantage to you to wear no rings. In case the people like jewelry, it distracts their attention from the great idea (a sale); in case they do not like gew-gaws, it will put you in opposition. Make your great effort in the direction you think the customer’s mind is taking. Sell him what he thinks he wants first. So much, sure. Then, if he changes his mind, it will be to your profit, generally. When the customer speaks to you, it gives you your programme. If he be cheery, imitate him. He is your friend and is giving you an example. If he look hard at you,