John Andrews had had to wear glasses ever since he was a small boy, so, shortly before the time when he was to leave school, his parents suggested that he might train to be an optician, so that he could help other people with their eyes. Upon his graduation, he entered an optician's shop.
The first time that John tested a customer's eyes, the shop owner watched carefully to make sure that he knew what to do, and he was very satisfied with everything that John did, except that John did not know anything about prices. “We’ ll discuss that at lunchtime,” he said to John quietly.
At lunchtime, when they closed for an hour, the owner of the shop said to John, “Now, we' d better have a chat about the prices of our glasses, so that you will know what to say to our customers. In this shop we expect everyone to pay a fair price for what he or she gets, so when you have tested someone’s eyes, and they have chosen the kind of lenses and frames they would 1ike to have, and they want to know how much they will cost, you should say, for example, ‘$54’”
“While you are saying this, you should watch the customer’s face careful1y, and if he or she does not seem frightened by this price, you shou1d add, ‘ That’s the price of the frame. The lenses cost $54 more.’”
“lf the customer still does not look as if he or she is worried, you should add, ‘for each lens.’”

约翰安德鲁斯很小的时候，就戴上了眼镜。所以，就在他毕业的前期，父母建议他学习成为眼镜师，以便能够在眼睛方面有益于人们。毕业后，他进了一家眼镜店。在他第一次为顾客测试视力时，店老板仔细地观察着他的一举一动，以了解他的动作是否准确。他对约翰所做的一切都非常满意，只是约翰不知道如何定价。他对约翰私下里说“我们午饭时在谈论这个问题”。午饭关店时间，店老板对约翰说：现在我们来谈谈眼镜的价格无问题。你得知道如何去对待顾客，我们希望任何来店的顾客，都能对其所买之物付出合理的价格。所以，当你给他们测试眼睛时，他们已经选择了所喜欢的镜框和镜片。他们想要知道要付多少钱时，比如你可以先说54美元，同时你要仔细观察顾客的面部表情，如果他（她）对价格不感到惊讶，你就接着说‘那只是镜框的价钱，镜片还要再加54美元’。如果该顾客还是没有吃惊的表情，你就接着说‘那只是一只镜片的价钱’。