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THE FOURTH STAGE: ALLOWING THE BUY
One day I was watching a seller with one of his regular customers, whose mission was to find a new sport jacket. This seller really knew his product and had brought out a nice mix of options for the customer to consider. The customer seemed to me to have zeroed in on one he liked. The seller also knew his customer well, because the man was clearly engaged. Then suddenly it seemed the customer wanted to buy two jackets.
The seller had a warm, relaxed manner, the sort of person easy to be around. And he was regaling the customer with fun stories and topics of interest. I don’t recall the actual subjects, but it went something like this:
He talked about a bone-fishing trip.
He talked about different types of ...
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