Have you ever walked into a shop to just look around and ended up walking out with a rather expensive item you had no initial intention of buying?
I know we have. I’ve often told the story of Carlos, the Godfrey vacuum cleaner technician who consistently said he wasn’t a salesman, but still advised and steered us to happily spend over $850 on a new vacuum cleaner.
And conversely, I’ve observed many salespeople who loved to consult, but never asked for the order even though they knew it would have been in my best interest to buy.
How come some people could naturally advise and close the business while others left things hanging?