Why did your customer not buy that bracelet? Why did the lady who really liked that necklace walk out without buying it? Because she has a necklace!
Yes, she likes yours more, but she feels it would be irresponsible to buy a necklace since she already has a necklace. “Well, what is wrong with having lots of necklaces?!” Sorry. In the down economy many people realized they can be happy with less stuff. Today people want less clutter.