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THE
MUSIC TRADE
REVIEW
11
THE EQUIPMENT OF A PIANO SALESMAN.
Should Be a Gentleman by Instinct—Plain, Forceful and Convincing in Address, Tactful and
Truthful—Knowledge of Music Helps—Shouldn't Be Slovenly or Ill-Dressed.
UY .M. .J. Cll.U'MA.N, MASAliEII OF JOHN WANAMAKEIi'S 1'IAXO DEPARTMENT, SEW YOKK.
The inherent qualities of a good piano sales-
man are a natural gift; or, as I may say, are
born in him, and aie not acquired. With this as
a base or groundwork and speaking broadly, he
must have perseverance, affability, adaptability
and untiring energy—willing to work day and
night, if required. With me a salesman must
have experience in the line, else he is disquali-
fied. 1 have neither the time nor patience to
train green men. Also, a party who is a suc-
cessful salesman in dry goods, or hardware, etc.,
seldom makes good in the retail piano business.
Something more than mere selling ability is es-
sential, and in this respect a piano salesman is
different from the general run.
As a piano salesman meets all kinds of people,
politely inquire whether he could show them a
piano. Then sitting down to an instrument and
running over the keyboard, or inviting them to
do the same, and. note the brilliant, or marvel
ous or mellow tone, whatever may suggest itself
as the most appropriate remark to make at the
time.
By a few well-directed questions, not too
pointed, of course, if he is a good salesman, it
can be ascertained whether the party is inter-
ested, or has a piano, or is a good prospect.
Above all things a salesman should not persist
in his attentions until he becomes a bore. If
that unfortunate stage is reached, the customer
becomes impatient, and takes the first chance, or
makes one, to get rid of the bore. In this in-
stance the salesman has become a pest, has for-
feited the confidence of his customer, and the
sale is practically lost.
By this I mean when you have high grade
people—people of education and refinement—to
deal with. Perhaps, and it is not infrequently
the case, the party originally had no intention
of buying a piano; maybe it was the thing fur-
thest from their mind. Still, with the proper
approach, persevering, but polite effort-—don't
become a bore, above everything—a change is
effected, interest is unconsciously aroused, the
person is converted into the belief that a piano
is wanted. In such instances I have known
where the piano is not only ordered on the spot,
but it is wanted at once, the same night.
It is all in knowing how, and this constitutes
good salesmanship. When I was devoting my
time to selling and was considered one of the
best salesmen in the country, I went after a sale
and I made it or there was "blood." We keep
a list of prospects and they are called upon at
regular intervals. Sometimes it is five years be-
fore one is landed. Very little printed matter or
literature is used. I do not believe in it. There
is nothing like personal solicitation. That turns
the trick every time.
One thing above another I rate as the neces-
sary equipment of a piano salesman, and that is,
his dress. Of course, if a man is good to look
M. J. CHAPMAN.
upon—nature's beneficence—so much the better.
in the first place he should be a gentleman by A slovenly or ill dressed salesman is a detriment
instinct. Not the veneered description whose to the business. The presumption is that he is
superficial polish is easily discovered by dis- meeting ladies and gentlemen, and therefore he
cerning, intelligent persons, the ones who are should not appear other than in a presentable
generally the most desirable customers. His ad- manner. All my salesmen are instructed to wear,
dress should be plain, forceful and convincing, in the season, as now, a frock coat, white vest
but not too aggressive or forward. Tact is the and dark trousers. In the summer an easier and
word,.and the salesman who is tactful knows his more comfortable suit is worn, as it is to be ex-
line thoroughly and is an excellent judge of
pected. I hold that dress is a great thing with a
human nature, so bound to make friends, and this salesman. When he is properly attired he feels
means success. He must also be absolutely confident, knows that he can approach or talk
truthful; it should be the keynote of his gov- with any one at his ease. It makes an excellent
erning principles to never misrepresent a piano impression at the start, and every one knows
under any circumstances, or mislead a customer. that first impressions carry weight and go a
I remember once noticing a salesman walking long way toward gaining the confidence of a
up and down the floor, seemingly in great trouble customer.
about something. Going up to him I asked:
"What is the matter?" "Nothing particular," he
TRADE LULL IN SOUTH AFEICA.
replied, "only I am trying to think up a lie to
According to a correspondent of the Musik In-
tell a customer!" Well, my feelings toward that
man changed at once. He had shattered my pre- strumenlen Zeitung, the retail music trade indus-
vious good opinion of him, and 1 became dis- try in Johannesburg, and, in fact, throughout
trustful of his methods, and at the first oppor- the entire of South Africa, is suffering from a
severe depression. This is surprising in view
tunity I let him go.
A salesman need not be a mu;-,i ian, but a of the fact that Johannesburg has hitherto been
knowledge of music helps. Some of the best and the Pittsburg of South Africa and there has al-
most successful men I have known aie musicians ways been a demand for pianos of the better
in no sense of the word. They can run over class.
the scales, or pick out a note or so, but that is
SUFFER FIRE LOSS.
as far as their playing goes. Nevertheless they
have the faculty of getting people interested in
Tlfe Dublin. Music Co., Dublin, Tex., recently
buying a piano, and in a manner that often dis- suffered a loss of $2,500 in a fire which caused
counts the musician in effectiveness. That is the $45,OOu damage in that town.
point. Should a salesman notice a party looking
around the warerooms in a listless or aimless
Lord & Co.. piano dealers of Lawrence, Mass.,
manner, it is the easiest thing in the wor!cl U have opened a branch in Haverill.
A wise New Year
resolution,
Mr. Piano Dealer!
YvoUr to-
Make the first move toward
putting this resolution into
effect by writing to-day for
full information.
Victor Talking Machine Co.
Camden, N. J.,
U. S. A.
Berliner Gramophone
Co., Montreal,
Canadian Distributors.
To get best re-
sults, use only
Victor
Needles
on Victor Rec-
ords.