The Eyes Have It!

When you try to convince a friend to read a book you couldn't put down or go to a restaurant that had great cuisine, you probably talk to their eyes and use your smile and enthusiasm. It's especially important to do this when quoting a price or a diamond grade to your customer. Most salespeople look down and quote it to the merchandise. Even worse, they do it with a guarded monotone voice, as if they're trying to defend the price. That implies the price is negotiable and is one of the reasons customers start bargaining with salespeople. Their eyes were not where they should be, and their enthusiasm and smile were missing. Observe salespeople in your store and other stores. The customer's head is down looking at the jewelry and so is the salesperson's. No one is looking at each other. There is no eye communication and salespeople wonder why they have trouble cl

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