BOOKSTORE-MANAGEMENT5 MIN READ
Hand-sell without cornering the customer
Use the AIDA sequence to recommend a book without creating pressure.
Customer C Looking for a flight read A Attention I Interest D Desire Hand-sell moment 20 sec The customer cue The customer says, 'I need something absorbing but not bleak for a five-hour flight.' The recommendation must feel matched to her words, not to the bookseller's enthusiasm. 5 hrs flight reading window 1 chance to earn trust
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