Trying on a shoe offers information about the initial perception, but does not reproduce every future condition. Duration of use, surface area, and pairing can affect the experience. The commercial interview should start from the occasion of use, without turning into a health assessment or a promise of universal comfort.
I propose that an appropriate time be devoted to the test and that the available characteristics be explained. The customer must be able to express what he feels and compare alternatives. A useful description distinguishes product information from personal judgments about experience, which are not automatically transferable between people.
Imagine a shoe chosen for a ceremony with many hours standing. The aesthetic aspect remains important, but the request also includes practical conditions. The service can discuss these needs without assuming to predict exactly the experience that the person will have.
The sale should maintain consistency between explanation and promise. Subsequent questions help improve the way products are presented. A well-organized test allows a more conscious choice through relevant information, alternatives and attention to the customer's observations.