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Real-Life Communication -- Solution

Here's what you could tell the couple:

"You've chosen a beautiful design for your bedroom set. I can start work on it tomorrow and have it ready for you in five weeks.

"As you may know, I need a 50 percent deposit up front. I require all my customers to pay this because everything I build is custom designed. I'm sure you understand, considering the amount of time and materials that go into a project like this.

"I've never had a customer displeased with my work, but I have to be cautious in case a customer ever changes his or her mind.

"For your bedroom set, the deposit will be $5,000."

Furniture designers use communication skills to build trust. If they don't communicate in a way that makes customers comfortable, they won't make sales.

"They drop, sometimes, five-figure deposits on me and hope they like what they get, and that they will get it," says furniture designer Keith Logan. "Somehow, I have to convey to them that this is going to happen. So, communication is extremely important because there's got to be some element of trust built there, and I'm the one that has to provide it."

Trust is built by answering questions directly and by not pressuring the customer to buy. Also, furniture designers need to detail exactly what the finished product will look like.

"I just try to be myself," Logan says. "I don't try to sell myself to anybody. I don't try to be all things to all people. If I don't like what you want, I won't build it."