Page 0040

forumworkshop

Impatient Irene

A distant cousin

of Fast Freddie,

Impatient Irenes

send all kinds of

signals and clues.

Look for fidgeting,

motion, finger

tapping,

penrolling, watch

watching, and

eyes roaming.

Most Impatient

Irenes already know the solution to their problem

or key to selling them something. So, wait

to reply until they complete telling you the way

it should be resolved or sold. If you can respond

in the affirmative, do so promptly and

resolve the problem or close the sale. If you

have to respond differently, or want to, start

with phrases like: "I can get you a refund or replacement

faster if ..." or "I can have the goods

to you faster by ..." or, best of all, "Let me take

care of it like this ... and you can be on your

way to more important things."

Impatient Irenes feel two strong motivating

forces. One is urgency, and the other importance.

These individuals view small things

most people take for granted as urgent issues

and have a strong sense of responsibility and,

thus, importance about all they are doing. So,

stroke their egos and serve them efficiently, and

they will return as customers time and time

again.

FORUM WORKSHOP

continued...

FAST FREDDIE

Page 40 JANUARY 2018 | RETAILERS FORUM MAGAZINE

Start.

Grow.

Repair.

Our specialty is helping small and

mid-sized businesses achieve success.

Contact us for free consultation.

1-800-433-7002

info@forumba.comwww.forumba.com

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