Does any one find matching the customers energy level works better than high energy all the time?

This probably gets easier the more upmarket you go, but the best salespeople I've worked with manage to flip the dynamic entirely: I've actually found myself attempting to justify a more expensive model or a premium upgrade while the salesperson is trying to talk me down (or even just suggesting a better use of the same amount of money). It's a massive integrity boost when you get the sense the salesperson is trying to help you make the best decision for your situation and prevent you from wasting money on stuff you won't really care about. Somewhat unintuitively, I end up spending way more in these situations. I'm much less worried about being talked up to the top of my range so I wind up more likely to talk myself up to it. :)

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