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Let your customers decide how much is too much

from By Harry J. Friedman

You've established a rapport with your customer, you've asked plenty of good probing questions and now it's time for a demonstration. It's time to show the customer merchandise that is most likely to satisfy their wants and needs. Let's say there's been no conversation about price. You were able to get a pretty good idea of what the customer was looking for, but they didn't say they were on a tight budget — and they didn't say they weren't. So which items do you show when you have a vast selection from which to choose? more


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