I went shoe-shopping today. And I've observed, on most occasions, I take quite a bit of time finding the right fit and look.
Today was no different. This shop didn't have many customers when I walked in. The lady sales exec kept making me try different pairs, different sizes one after another. I bought one pair finally. It was patient selling and patient buying. Satisfying.
It's interesting to see how people sell when there aren't too many customers in their shops. Sales execs often make assumptions about the prospects who walk in. One of the crucial assumption is: this person will buy (or this person won't buy). And that determines their attitude and performance while interacting with the prospects.
I've observed on so many occasions earlier that in spite of empty stores, sales guys just don't put in (or don't stay patient enough) to thrill the prospects. They have time, there's no rush and yet they undermine the interactions because of that assumption "he won't buy".
Prospecting and selling does depend on assumptions but the fact that a prospect has walked in means one can safely assume that he's interested. That assumption is bigger and more rewarding than 'he won't buy'.
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