Retail Business Miracles:
Science and Psychology
By
Debbie Allen, All Rights Reserved
Psychology and science are innovative forces taking the retail business
marketplace by storm. And you can benefit enormously from these forgotten
secrets to retail success by touching your customers' emotions.
Listen To Me And Understand Please
Your customers are crying out for the one thing so many businesses fail
to provide: They want to be understood!
When you approach prospects, ask them: "Do you have any situations that
our expertise can help solve for you?"
Psychologically, by substituting the word "situations" for "problems,"
you are more likely to get a positive response. Let your customer
understand that you respect their valuable knowledge and respect their
honest opinions as well.
Stephen Covey's advice from his groundbreaking book:
The 7 Habits of Highly Successful People was - Seek first to understand,
then to be understood.
So tell your clients you want to really understand their needs above
everything else, and you'll be so far ahead of your competition, they'll
be left scrambling in the dust.
Just Can't Stand To Loose Out On Something
Psychologists and experts in communication have discovered that people
actually respond more to what they are going to lose than to what they are
going to gain.
Ask yourself: What will my customers stand to lose if they do not buy
my service or product?
Powerful Scientific Discovery
Science discovered the human brain finds lists of features boring - we
switch off. So be creative and turn your service or product into a
picture! This secret technique is used in memory retention
strategies.
For example: Do you sell evening gowns for $500 and up? Or do you sell
Beauty, Romance, and Lifetime Memories!
Another example: Do you sell patio furniture starting at $1,500? Or do you sell a Relaxing, Stress Free, Improved Outdoor Lifestyle For
Family And Friends!
Don't sell a generic product or service. Create your own appealing
picture, sit back, and watch your sales SOAR!
Sell With Emotion
Did you know that you can increase your sales by using appealing
photographs of your core customers in your marketing materials and
web site?
Why is this? Well, it humanizes your products, perceives your company
to be more professional and trustworthy and best of all It Touches Your
Customers' Emotions. This in turn, makes them
want to OWN what you have to SELL.
Impressions Do Sell
People are charmed by status and responsibility. So create special
positions for your staff, for example, executive manager, sales
specialist, award winning designer. Acknowledge special
achievements and begin an in-store award programs. Who says you can make
your employees award winners - shameless ideas often lead to shamelessly
retail success!
Be Unique And Prosper
You cannot expect to prosper in this heavily competitive retail
environment by conforming to your competitors in the same marketplace. You
must be UNIQUE and SPECIALIZED!
If your competitor can invade you, and you can't reciprocate, then you
are in deep trouble. The big secret for any small retail business is to
specialize in an area where you are substantially
different from your rivals and put all your energy and resources into
those areas. These are you STRENGTHS!
You really do become what you think about!
Debbie Allen is an international professional speaker,
business consultant and author of Confessions of Shameless series of books. As a
marketing and retail business expert, Debbie has presented to thousands from
around the world. For more information or to sign up for Debbie’s free
newsletter, visit her web site at at
www.DebbieAllen.com.
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