Had a guy come in last week. Has a cabin up north. Bought a nice twin set for it. Also told me something about sleep. But let me show you what you asked for.
Customer is shown and tries least expensive mattress set.
Is not impressed. Salesperson begins to interpret the situation and to qualify him as a customer willing to pay a bit more. His qualifying gets him to do further probing. Depends on what you mean by not a lot more. Nothing is more damaging to successful selling than a salesperson's stubborn insistence that the qualifying he has already done must not be modified if the situation warrants it.