I've been in the market for a few bigger-than-normal-ticket items, and experiencing a variety of salespeople and tactics has reminded me not only what drives me crazy about an overaggressive close, but also how much variety there is in the circumstances of each customer. To some extent, salespeople must be prepared for those with any number of budgets, preferences, and requirements. Yet it astounds me how often they ignore these requirements, as if the benefits of the item should trump all else...like whether the customer can actually afford to buy it.

I'm long since past the days of reading textbooks, so I confess that the thought of reading for anything other than pleasure causes panic and painful flashbacks. I kid, I kid.