"There is another thing that's helped sales in my own stores very much--the use of suggestion. Whenever a customer buys anything, we always suggest something that can go with it. For instance, I sell stationery. Suppose a customer comes to our stationery counter and asks for a box of note paper. We always suggest post-cards, blotting paper, pen and ink, or anything else that is associated with the goods she has purchased. "If a customer asked for a safety razor, don't you think it would be poor salesmanship not to offer him something else? A machine could do that much. But it takes a real salesman to sell him something else and I know you boys are real salesmen. You mustn't have the customer feel that he's been forced to buy something he doesn't want, but make him pleased with his new purchase. When you're asked for a safety razor, and have made this sale you should ask him what kind of shaving soap he uses, or tell him that you have some good shaving brushes which will help to make his shaving comfortable. If a man buys nails, suggest a hammer; if he buys screws, suggest a screw-driver. It doesn't matter what you're selling, there is always something you can suggest that will go with it, and which is quite natural to suggest. I tell you, boys, a customer will very often thank you for reminding him of something that he wants." Larsen brought up a problem, and the way Mr. Field answered it, I thought, was fine. Certainly it was something I never would have thought of, and I knew that none of the boys would have known how to get around it. Said Larsen: "A lady, she come in the other day and ask for an oil lamp. I show her a nice one, bronze finish. But she says no, she want brass finish. We don't carry brass finished lamps--no call for 'em. I tell her bronze finish is better, keep cleaner and more stylish. But no, she won't have it. She want brass finish and I couldn't sell her. What would you do about it?"