customer is educated and knowledgeable about what they’re looking for. they have plenty of resources to find out what they need to know. don’t expect them to be comfortable with a simple, one-sided spiel about your product. they want a back and forth informative conversation about their options. there should be a constant give and take.
following along the same lines, encourage questions from them. this can often make them feel more comfortable and more like they have a say in the sale. the goal is to make the sale feel like a conversation and not a business presentation.
your main focus when working on a sale should be addressing all your 