The Golden State: Where & How to Live, Secure, Visit, Enjoy and Thrive in California

Theory Of Decoration

One of the best means is by adroitly asking questions which will elicit positive or favorable answers. Again, half bits of descriptive or historical information will call for questions on the part of the prospect for more detailed information on the subject. Critical, taciturn clients may be drawn into argument regarding suspected flaws or inappropriateness, which reveal a desire for further information, and therefore—interest.

Let us take the concrete example of a vase on display in a window. A woman going by the shop is attracted by this vase. Perhaps she has been intending to purchase one like this for a particular table or space in her own home, or possibly she is looking for a gift for some friend or relative. She inters the shop. Probably her first question will be, "What is the price of that vase over there?" pointing vaguely in the direction of the window. The salesman should have the price of the object of inquiry at his tongue's end. This is of the utmost importance, and not such a difficult task once trained to do it. In a large establishment it may at first seem impossible, so many and diverse are the articles in stock, yet there is a woman in business in New York City today, who at one time was head of an enormous decorating department which carried thousands of dollars worth of stock, large important articles and a host of small, trivial items, who, when she was department head, is said to have known the price of every object for sale in that establishment. There are many moments in a decorator's shop or department which will be unoccupied, and the wise assistant or salesman will fill them to advantage by familiarizing himself with the things with wThich he is associated, and is going to sell, including their prices.

To get back to our prospective client who is inquiring the price of a vase. She may be in a great rush—everyone seems to be nowadays—and while the uninformed salesman is looking for a price tag, she may become a trifle irritated, as usually happens, and so by the time the suddenly enlightened assistant brightly informs her that the price is "Ten dollars," she will have probably lost interest and be halfway out of the door. On the other hand, if the response to her query is prompt, followed by some artless question such as, "Rather a pretty color, don't you think?" to which she will doubtless assent, an easy opening is left to continue with some observation concerning the nationality of the makers of the vase, etc. Then the climax will be reached in due course by her natural request, "May I see it?" All of which means that not only her attention has been captured but now her interest as well.