Ah, yes, the test! When you’re dealing with a woman who’s going to be the one making the decision, it’s critical not to direct your attention to the man who’s accompanying her! There is a tendency to expect a woman to defer to a man, but not only is it rude, it could cause you to lose the sale!
;–)
I remember being scolded for this even though I felt my attention to the man was only because he was the one asking all the questions. When someone is silent, it takes extra effort to engage them. And when people walk into a store, you don’t always know who is going to make the decisions. In a computer store, it was not uncommon for the woman to be very disinterested in what was going on.
;–)