Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 39

At the start of a sale it is safe to assume that the buyer is thinking in terms of her own interests. Don't tell her that a given chair is in the latest or most popular style until you know that she is interested in the latest rather than the best style for her particular room. Don't tell her that it is your best-selling number; or that Mrs. Jones just bought a piece like it; or that you think, or the buyer thinks, or the head of the house thinks it "wonderful."