Learning from grudge purchases

Most retail salespeople can make a sale by showing a cheap product first but Bob Phibbs explains this is an approach that often creates more problems than it solves.

It’s a common scenario: a customer comes in and tells the salesperson what they want. The salesperson shows them what is on sale, tells the customer how much they will save and rings up the purchase. The salesman feels he did a good job but if those r...

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