134. Loosen the lacers at night to the fullest extent. In putting on the corset, clasp it all the way down the front and pull down well all around. Then fasten your front and side hose supporters, which every woman should wear, to the corset, and to your stockings. Now comes what is most important of all. Thrust first one hand and then the other well down in front—down as far as the heavier flesh of the abdomen—and lift it upward and back toward the hip once or twice with each hand. This will prevent the "bunching" of the flesh just under the busts and above the waist line. Have your corset loose enough to allow this to be done quite easily. Draw the lacers sufficiently tight at the waist line for comfort and then draw up the slack at bottom.
If you follow these directions faithfully, we guarantee the Spirella Corsets to put out of siight all that troublesome flesh below the waist line and give you the fashionable figure of to-day. This fitting and adjustment will soon make you an expert corset woman and you will enjoy your work, finding it both interesting and profitable. For detailed instructions on Lacing and Adjustment, see Booklet, "How to Adjust."
135. It is a good plan to be prepared to make some pointed enthusiastic remarks about Spirella Corsets, intended to make your customer feel pleased that she has ordered one, when delivering to her.
It will facilitate. matters if you notify customers by postal cards of your date of delivery, that they may be at home to receive you.
If you find it impossible to deliver a corset when promised, always notify the customer, stating the reason why you are unable to deliver it and when she may expect it.
136. UNRELIABLE ORDERS.—If your orders are properly taken as per Sections 3, 6, 7, 8 and 9, you will have few dead beats. But you may find out while delivering that you have some of these on your order book. A very few of your customers may decide not to take the goods. Some will think they can't afford it. Some will give other reasons. The real dead beats will simply have concluded not to take their corsets. All of this class have forgotten the beauty and merit of the goods, and their interest has died out. You can deliver to a large percentage of these unreliables. To do so you must interest them again.
137. If possible ignore any statement that she cannot take the corset; open your case and proceed to show and explain your corsets, the same as when taking orders. Even if you are forced to answer the customer when she declares against receiving what has been ordered, simply say: "I want to show you a few special points on a new corset we have," and proceed to interest the person. Explain the superiority of Spirella over all others, as given in the "Model Introduction," Section 3. It will take but a minute or two, and in four out of five of such cases you will deliver.
138. There are some people who have a feeling that there is a special code of morals to regulate their actions and contracts.
