Smart Sales Part I Understanding Clients’ Shopping Schemas And Scripts
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development behaviors of the business person in a sales approach at any time?
Remember the client already has a shopping schema. What you need to do is to align yourself and what you have to offer with that schema. If a client is looking for a mini-compo stereo player, your role is to assist to find that product that he wants to his satisfaction. In the event he does not find one, you would still be instilled in his schema as a pleasant, obliging, helpful and sincere business person. The emotion that will go with this schema would be friendly and a pleasant feeling. Such emotional feelings sometimes might cause the client to buy something else or return to your establishment for other purchases at a later date. In short, his schema and script of you business establishment is positive and his emotions have a good feeling.
Every time the client comes to your establishment,
