What is the best first step when a customer has a specific budget for a furniture purchase?

• A. Show the most expensive piece.
• B. Determine needs and budget with questions.
• C. Direct to manager.
• D. Push financing.

Answer: (A)

When a customer has a specific budget, the first step is to ask targeted questions to uncover needs and confirm the budget. This clarifies what they actually require in terms of function, size, style, and features, and ensures you’re working within their financial constraint from the outset. By understanding where the space needs to fit, how the furniture will be used, and which details matter most, you can quickly narrow options to pieces that realistically meet their criteria and stay within their range. This approach also builds trust, showing you respect their limits and want to help them make a smart, comfortable choice rather than pushing items they can’t afford.

Showing the most expensive piece right away misses the budget signal and can come across as pushy or tone-deaf to their constraints. Moving a customer to a manager or jumping to financing before you’ve aligned on needs and budget can feel premature and may undermine the consultative vibe that helps shoppers feel confident and supported.