In most retail furniture stores, there is one more serious difference between selling and negotiating, and that is that salespeople are not generally allowed to negotiate price with their customers. It is especially with these stores in mind that I decided to write this article. It also requires that both parties carry out the transaction as friends. We use the word friend here because I am not acquainted with any other word that carries with it the feeling of trust to the same degree. Understandably, the kind of trust customers yearn for is one that lasts beyond the time it takes the salesman to make the sale.
Customers know that products can fail.
When they do, they logically look to their salesperson for satisfaction. It is especially in those times that they need a salesperson who is their friend. What got me thinking along these lines is something I heard Zig Ziglar say to one of his customers who had just made a purchase from him. I from my commission and you from your purchase. As you can easily imagine, you'll continue to enjoy the benefits of your purchase long after I'll have spent my commission.