Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
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practices in certain countries. The locals will be charged the normal price while the foreigner is charged a higher price. What would be the schema and script created in the minds of the foreign clients? The outstanding schema would be “beware: overpricing” and the scripts would be like “avoid shopping there, bargain heavily, and never trust the seller.” And this schema and script would be recommended to other foreigners who travel to these countries. The emotions of suspicion and fear will go along with the foregoing schemas and script. And even when sales are closed by businesses in such situations, there would be an underlying suspicion and mixed feelings.
The development of negative shopping schemas covers not only overpricing but other matters like: non-reliable cheap quality products and services, unpleasant shopping environments, rude and ignorant sales
