Selling: Who should make the first move?

Treating a customer like a friend and greeting them first can help improve consumer trust. Leonard Zell explains how smiling and talking first can boost in-store sales

Who should make the first move when a customer enters a jewellery store? In two words, the salesperson. This is what I have observed when I have gone into jewellery stores in the UK, and the other eighteen countries where I have trained fine jewellers:

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