Those who sell readily recognized brands are convinced that they cannot successfully compete against all the others who are selling the same brand. Those who sell less readily recognized brands are convinced that they are too difficult to sell. Only a handful of customers will pay for their more expensive mattresses. Many salespeople believe that it's good enough to get customers to lie down on a mattress for a mere several seconds. An Inability on the Part of the Salesperson to Establish Immediate Rapport with the Customer as a Partner.
Customers quickly see the salesperson as friend or foe, partner or opponent.
Until they see the salesperson as friend and partner, they are not ready to listen to the salesperson's product knowledge. Customers don't care how much salespeople know until they know how much they care. An indifference toward customers as a whole. Unclean or untidy attire or poor personal hygiene. Poor voice quality.