By getting me to look at my own shoes, I discovered that it had been a while between shoeshines. People rarely resist their own data and discoveries. Doing it differently is refreshing and memorable for the customer. I have passed thousands of shoeshine stands and had hundreds of shines. I still remember the shoeshine guy who did it a little differently.
Customers buy from salespeople who align their behaviour with the things customers value.
Customers want to buy things. They want to work with professionals. They want to be engaged and challenged. Because I believe life is one big seminar and lifelong learners get more out of life. Ralph Waldo Emerson said, Life is a succession of lessons, which must be lived to be understood.