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Education

Don't sell the same I will try to find the best price, but that research is what
the internet is for, right?
way you shop When my wife shops, she may identify the need, but at

that point, our paths differ, especially when it comes to
nonessential purchases and gifts. It begins with how she
defines what is needed. She starts with a statements like,
"I wonder whether we should decorate this wall" or "What
are we going to buy as presents this year?"

She will spend hours mulling over her answers, then
days going from store to store looking for just the right
ideas. She will find many that may fit, but there must
be something better at the next store, right? Shopping
in this fashion invigorates her. If I go with her, I become
exhausted and frustrated. As a result, for my own health
By Jeff Fortney and sanity, I don't accompany her.
TouchSuite LLC
The right sales approach
he year-end shopping season is when mer-
chants find out if the year will be profitable. It's Her approach also means she wouldn't be a good salesper-
also a time I find frustrating. You see, my wife's son. Here's why:
T and my shopping styles are at opposite ends of
the spectrum. When I shop, I first identify the need, locate Years ago, I heard a story about a sales consultant's experi-
the solution and buy it. For presents, I identify the per- ence evaluating a client's sales force. She had been tasked
son's likes, find something that fits and buy it. to identify why a small portion of the sales force was far
exceeding the production of the majority. She began by