There are three parts to the brain. There is the dinosaur brain where the fight or flight feeling comes from. There is the critical parent mid-part of the brain that makes value judgments like is this a good value, will I use it enough, etc. That is where we experience wonder. It is also where salespeople need to get their shoppers. They will also try to beat you up on price. No urgency. Shoppers who feel they can wait have no sense of urgency. Yet nothing haunts shoppers like the item they regret not buying.
I once had a guy who was looking for high-end boots for his new wife. Too many choices. Inexperienced salespeople think showing more product is best but it is really just the opposite.
If the shopper can't quickly get why one product is better than the other, they become overwhelmed and put blinders on. Fear of making the wrong choice. Sometimes shoppers go from one site to another and one store to another taking a bit of information from each.
Because they have heard conflicting information, they procrastinate. This shopper needs to unpack all they have heard and be set straight that your product will require add-ons or extra learning to get the most out of it.
You think merchandise can sell itself. You may continue to miss opportunities. No Money or Budget Qualify your opportunities. Is there an ROI that will make sense? If truly no money, you may need to move to a better way to spend your time.
No Authority to buy Of course this is best to find out early. Will there be a way to get to the authority and How? Learn the skills to uncover the objection. If you uncover and objection and then overcome the objection this builds trust, respect and confidence. Obstacle blocking the decision Put the shoe on the other foot.
If you were on the buying side, what would help you uncover the obstacle? Obstacles come in many forms and not all can be resolved. Deluxe Corporation recommends that small businesses offer consumers useful content in the form of advice, tips, how-to guides and industry reports and statistics.
See Reference 2. Work on getting customers to trust you. Staying competitive involves soliciting customer feedback to keep people coming back for more. Find out what they need and then give them what they want. Personal recommendations carry weight in the world of sales; therefore, you can help build your business by posting testimonials from satisfied customers on your business website.
Testimonials are a particularly valuable marketing tool for small businesses. Businesses must offer quality and value at an affordable price. Considering that customers have certain expectations, you need to give them a reason to buy from you. It should come as no surprise that your business is going to suffer if someone else is offering a similar quality product at a lower price.
One way for a small business to reduce costs is by working with other small businesses in the local community.
0コメント