Walk Like a Giant, Sell Like a Madman

5.4. Your Chapter 5 Checklist

• Be sensitive to how different generations tend to think and make purchase decisions.

• When selling to someone who is physically challenged, accommodate the person's special needs, but treat him the same way you treat anyone else.

• Don't let any racial or cultural prejudices get in the way of making a sale; better yet, shed yourself of your prejudices.

• Never assume when selling to a couple that the man is the decision maker.

• When you are unsure how to greet a customer, hesitate, let your customer make the first move, and then follow that person's lead.

• When you don't have a clue about another person's cultural background, demonstrate a genuine curiosity, and ask questions to find out what you need to know.