What’s the one thing you should never ask your customer when she comes up to the sales desk?

No., it’s not You aren’t buying that hideous thing are you? (Although that might run a close second…)

It’s

Are you done? Is that all? You finished?

Think about it. Try substituting something like What a lovely lamp… did you see the silk tassels we have? They look great swagged over the shade.

Or My, you’ve found some great buys here. Or Isn’t this a terrific dress/ dresser!

If she’s ready to check out, she’ll tell you. What she needs right now, though, is

validation of her selection.

Stoke her a little; let her know what a smart shopper she is. And, when appropriate (which is almost always), follow that compliment with something to open the door to an add-on sale. What type of shoes are you planning to wear with this? Did you get a chance today to see the clearance rack? You saved so much on these kids’ clothes, you deserve a little treat for yourself…