What approach should I use to sell cosmetic products door-to-door?

“What approach should I use to sell cosmetic products door-to-door?” New Era, May 1972, 39

I sell cosmetic products door-to-door. We are trained to use a scientifically calculated approach and presentation. It is deceptive. The products, however, though presented dishonestly, are of good quality.

“Sell their good qualities. Your trained approach is not mandatory like honesty is.”

Roy Stanford, Age 24
Calgary, Alberta, Canada

“A cosmetics saleswoman recently demonstrated her product in my home. She seemed to know only what she had been ‘fed’ in her training sessions, and she gave what appeared to be a memorized speech. Although her product was a fine one, my mother and I could both see that she did not tell the complete truth. We refused to buy because we prefer to deal with another woman who does not push us into buying her cosmetics by misrepresenting them. It is not good to assume that you can sell your products only by using the deceiving, scientific approach you were taught. It would be better for you to be truthful, to undersell rather than be pushy, and to consider your customers’ needs and apparent financial circumstances.”

Georgia Dillon, Age 18
Albuquerque, New Mexico

“I also sell cosmetics door-to-door and had to decide the tactics that I would use to accomplish my goals. I felt very keenly the pressure put on by the manager and by the competition between the salesmen. Thus came the impulse to use dishonest claims in order to sell the most. But a very important point to remember is that you want customers who will buy repeatedly, not just once. And customers of this nature only come to you if they feel that the products perform as you say they will. If you feel that the approach the manager teaches you is deceptive, modify it to coincide with your feelings. Pick out a couple of items that you believe do measure up to the company’s claims, and center around those products. If asked about other items, simply describe their good selling points as your judgment and knowledge of the product directs. The company wants results, and if you become effective in your honest method, they’ll do more than let you continue—they’ll ask for pointers.”

Richard Winget, Age 21
Las Vegas, Nevada