Good luck with that customer:-). Make sure she understands that osteoperosis and bikes don't mix if she falls. Note the indemnifications and warning tags on the bike! LOL!

But seriously, my post wasn't meant for each customer. It was meant to educate the sellers so they could re-package information as appropriate. Clearly, I don't think you folks have closed big deals before. I've bought a lot of bikes in my life, and I've sold bikes an closed some huge deals on other equipment. At the high end of the price range on anything, you need to really educate your customers if you expect them to appreciate their purchase. And you don't know. Maybe she's 66, but helped her son or her dad rebuild that old Ford engine, so she might know far more than you think, and she's simply testing you.

I recall my shop days and it was a LOT of work to make money off novice riders with limited budgets. If we sold them a derailleur bike, we'd lose money often because they'd want a cheap one. The cheap ones have parts that don't usually last and so in the first few months, it wouldn't be bulletproof, and we'd get the bike in on warranty service of some kind or another, and all it takes is a 2nd shop service and profits on such bikes disappear. It's important to find and identify the enthusiasts and empower them with skill and education in cycling. Because they won't just buy one bike. They will buy multiple bikes on the high end and then accessorize them. And if you look at boutique shops, they've mostly left the low end to Walmart and Costco. The service the upscale riders who "get it."

The sales pitch is what it is. A pitch. But to pitch the strike, you need to be armed with all the techniques and understanding and be able to explain it. You need to be prepared with knowledge. Frankly, I've answered the gear question posed by the OP, many times. I never had an issue explaining to whatever level of depth the customer wanted to. I think it's helped me sell bikes. YMMV.