For example, I sold a Gilbert a while back to a guy that had never owned, seen or shot with one. I figured out that the Gilbert was likely to be his type of cue by talking to him and so I offered that to him instead of some of the other cues I had. Subsequently he wrote back that the Gilbert was the best cue he ever shot with. This is probably true given his experience to date. He might have also said the same thing about any other cue I had. The point is though that he was happy with his purchase and it was pre-conditioned by the conversations we had prior to the sale.
To me it is a tremendous help when I am buying anything, over the phone, internet or in-person, if the seller comes across as truly knowledgeable and experienced with the product.John