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Page 40 FEBRUARY 2017 | RETAILERS FORUM MAGAZINE

forumworkshop

What should your sales pitch say to be believable?

How should your point of encounter

employees respond? Well, it all depends on

specifically how that customer has been preconditioned.

It also depends on the motivating

factors driving that consumer. Is it price? Is it

service at a price? Is it ego? Is it efficiency? Is it

one or all of these factors, or a multiple of other

reasons? One thing we do know - what ever it

is - this preconditioning projects itself into customer

attitudes that the attuned salesperson or

marketer can read clearly.

Attitudes

Sometimes you can "see" an attitude. Picture

someone walking up to a hotel check-in desk

with a reservation confirmation slip of paper in

his hand. What do you think his precondi- tioned attitude is telling him? What do you

think he expects might happen if he didn't have

that confirmation number and printed slip of

paper? Now picture a person striding towards

her bank teller, holding out a countersigned

check and ID card. Do you think this person

wishes to dawdle and engage in a leisurely conversation?

Does she want to hear about all the

bank services available?

$¢$¢$¢$¢$¢$¢$¢$¢$¢$¢$¢$¢$

It doesn't require a Ph.D. in psychology to understand

the signals being sent by consumers. But

knowledge of human nature is necessary to help us

recognize and respond to these signals. Think of the

people who represent service excellence to you. The

smart company sends out a marketing message that

is able to meet a wide range of preconditioned consumer

needs.

FORUM WORKSHOP

continued...

20 Slot Inlaid Wooden Display

including: 1 doz plain

ash catchers, 1 doz brass ash

catchers & 100 2x12 bags

& 20 bundles of sticks

WE HAVE DISPLAYS!

$126

For information, telephone: 850-674-2054 • fax: 850-674-9051

For orders only:

Wholesale Only.

Tax I.D. # Required. 1-800-220-6712 • 1-877-451-3584

MIN. ORDER $50 Qualified Checks by Phone

Visit us at our web site at www.mysticalmoments.com

95

Want More Info? Circle #41 on page 11 • www.vendor411.com

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