Almost every piece of clothing my grandmother owned was purchased at the same department store (from one woman).

Because of how that woman made my grandmother feel.

This woman knew my grandmother’s size, her preferred styles, and what colors looked best on her. She also knew the type of events my grandmother commonly attended and was always on the lookout for deals.

She would call my grandmother when new items (that were perfect for my grandmother) came in. She would tell her to wait to purchase (and hold it) if a sale was upcoming.

And she never held back on being completely honest: “This doesn’t look as good on you as we had imagined. Let’s find something that will showcase your eyes.”

This saleswoman knew something about selling:

It's best done through service.

My grandmother looked forward to seeing her. Not because she needed clothes, but because she felt:

• Seen.

• Cared for.

• Important.

A personal relationship had been built.