Call Attention to Neglected Attributes. In the case in which it becomes apparent
that significant attributes may have been neglected or overlooked, the
salesperson can increase the buyer’s evaluation of the proposed offering by
pointing out the attribute that was missed. For instance, the BondIt #302
adhesive dries to an invisible, transparent, and semiflexible adhesive compared
with the two competitors, which cure to a light gray color that could detract from
the final product in cases in which the adhesive flowed out of the joint. The
appearance of the final product is a significant concern, and this neglected
attribute could substantially influence the comparative evaluations.