“Every person who steps through the door is a potential buyer, so acknowledge their presence.”
“There is the ultrasystematic buyer and his twin, the careless buyer. The ultrasystematic buyer goes and checks and counts and touches every copy in the store before buying a new one.”
“As we covered in the last chapter, breaches of confidentiality can stop a sale dead in its tracks. To avoid this, our firm plays good cop–bad cop with buyers about confidentiality. The good cop nicely”