If you see a potential customer eyeing a piano, estimate their age and calculate what year it was when they were 18 years old. Play a big hit from that year on the piano they’re looking at. With a lot of preparation and a little luck, you might play the exact song they were listening to when they lost their virginity, got married, or drove their first car. The emotional resonance will overcome sales resistance and even open their wallets to a more expensive piano.
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