tion." Does what is said therein appeal to your reason? Is it logical? Do you see in this proposition the advantages we have endeavored to set forth? If this seems reasonable and true, then your interest and your desire for larger knowledge has increased.
READ PARAGRAPH 150, Section 20, on "Mutual Confidence and Good Will." We mean every word of this. We want you to realize it, to grant us that same confidence and good will we extend to you.
STUDY SECTION 2, on "The Elements of Success." Get the full significance of Section 2, and as you study your CONFIDENCE will increase, your COURAGE grow stronger, your DETERMINATION to master the proposition and achieve success will be supreme. Do you believe in the necessity of preparation as set forth in this section? Is it true that thorough preparation means more than success in dollars and cents?
NEXT turn to Section 5, wherein first we have a brief history of the stay. This is a matter of interest. Paragraphs 56 to 60, inclusive, set forth our idea of having the corset fit the individual rather than to force the individual into the corset. Do you believe it necessary to select the proper corset for each customer? Will this proper selection give more of satisfaction to your customers—more of profit to you? Along this line of individuality let us next study Section 6, upon "The Adaptability of Spirella Models," grasping fully the significance of the statements made concerning corsets sold in stores, and reading again and again until you have mastered it yourself, Paragraphs 72 and 73.
HAVING GONE this far we next want to know all we can about the stay. First of all, study Paragraph 17, Section 3, with a sample of the Spirella Stay in your hand until you have fully determined which side has the greater resistance and which side is placed next to the body in the corset. Bear in mind that we say the Spirella Stay is unbreakable in corset wear. It can be broken in other ways. The testimonials which you have marked in your Manual give you the evidence that the Stay does not break, does not rust, does not take a permanent bend at the waist line—that it does support. Read Paragraph 25, Section 3, for the healthfulness and ventilative qualities of the Spirella Stay. Paragraph 29, Section 3, compares it with whalebone.
THEN let us study all of Section 3, carefully. This for the purpose of building up a model SELLING TALK, as referred to in the note at the head of the section. This SELLING TALK is given you as a model from which you are to build up one of your own. Don't glance over this carelessly, but study it carefully, grasp the logical manner in which it is built up, the significance of each testimonial, the force and purpose of each statement made, and you will agree with us that the SELLING TALK is a strong one. It can be made stronger for your purpose, and it is the study you give the Manual which will make it stronger for you.
Paragraphs 31 and 34, Section 3, have a selling value you need. Get these into your mind so that they are a part of you. Reserve force. Lay in a good supply.
SECTION 10, on "Measurements." Study this in connection with your Catalog and all that is said therein. These go together. Become
