Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
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two activates and he rattles off the sub-routines. But there is an addition to his routines, which is, he will direct his friends specifically to go to the kiosk for seat selection and ticket purchasing. There is no necessity ask around to find the kiosk as he had to do in scenario two. His shopping schema and script act as a purchasing memory guide. Next, the business person should know how to use the understanding of shopping schemas and scripts
How does the business person use this understanding of the purchasing schemas and scripts?
What not to do?
It is a natural tendency for most business persons to immediately want to sell their products and services by all means possible. In the process, they might end up creating a negative schema of their establishment in the minds of the potential client. Take a common shopping experience of double pricing
