As you repeat the sales process, familiar patterns emerge in your interactions with customers.

Consider Ramchand, a sales assistant at a bustling sari shop in Amritsar, vividly depicted by Rupa Bajwa in her debut novel, The Sari Shop. When a bride-to-be adorns herself in her wedding sari, she sees not just a garment but a reflection of her dreams and aspirations. Similarly, for those lacking confidence, choosing attire becomes a social event, where external opinions hold sway.

Through repetition, Ramchand hones his ability to discern the pivotal moments in a customer’s journey—the subtle cues signaling readiness to purchase, the strategic pauses, and the art of gentle persuasion. And then comes the negotiation phase.

No one is inherently a master salesperson. Yet, by seizing opportunities to engage with customers early on, listening intently, and observing, valuable lessons are gleaned. It’s acceptable if a sale isn’t closed immediately. What matters is gathering insights to inform future interactions.