Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
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apologize, he still thinks positively of your business establishment. Regardless of the current feelings he has experienced, his past positive schema about your establishment remains. The secret is never repeating the same mistake twice on the same client. The last matter is about self-fulfilling prophesy.
Self-fulfilling prophecy can be described as follows. Since your client’s schema of you is positive, he will expect your behavior to be positive. When you fulfill his expectation by behaving positively, his expectation of you is confirmed. This cycle is repeated again and again. However it must be noted that this cycle of self-fulfilling prophesy can also work in the negative form. How does the perseverance effect and self-fulfilling prophecy link and relate to your business establishment?
Your clients’ expectation (positive / negative) of your business establishment
