The Internet shopper

Assume that if the customer came into your store after having been shopping or doing research on the Internet, they are saying "I am going to give you a chance to make the sale."

It's up to you to elevate the customer’s perception of value in buying the merchandise from you as opposed to the internet or elsewhere.

In selling yourself and your store to the customer, you will plant a seed of doubt in the customer’s mind in buying from anyone but you. By offering extended after-the-sale benefits the customer’s perception of value may grow to where it will offset any monetary savings that they receive from the internet.

And don't forget that you can let the customer hold what you have today, before they buy, and take it with them.