Regardless as to who enters the store, sales agents all too often use the same canned, rehearsed pitch. The same message is relayed to sell the coffee maker or the sofa; after all customers have to have all the facts! But after listening to your customers, are you communicating what’s important and relevant to them?
While this strategy might work initially, the probability of the order being cancelled will be high and the likelihood of the customer returning will be low. A more effective way to start the sales process is to listen before you speak!