Call it touch, call it tact – whatever the case, it’s your best weapon
“The Touch” is what my father called it.
Dad was in the furniture business back home, and in the old days he would come to the Southern Furniture Market a number of times of year. The best salesmen possessed that easy Southern way about them.
When one of them got to the crux of the issue, the real point of sale, the salesman would put his hand on my dad’s arm. The Touch, literally and figuratively, was the salesman’s signal as to which of my father’s conditions of the sale could be met, and which ones could not be met. Hard facts about what the deal required were softened by the charm of it all.
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