Hypnotic Retail Selling
By Debbie Allen, All Rights Reserved

Every retailer has 'looky lous' - but are they really just looking or are they afraid of buying for some reason? In retail you must identify your prospect's defense mechanism for not buying. Then explain to them it's normal and that everyone has these same feelings.

For example you could say:

Should you have any thoughts about not buying our products, it's just a little defense mechanism that everyone has in their brain. It's there because other businesses may have ripped off your money in the past.  Everyone has been burned sometime - I can completely  understand how you must feel. But you certainly don't want it to rule your life, or your decisions do you?

Let your prospects understand that their problem is gradually disappearing as they become more comfortable getting to know you, your company and your services. And of course let them know that you guarantee satisfaction and would really appreciate the opportunity to show them how completely satisfied they can be with your organization and your products.

For example you could say:

As you continue to get to know us better, I'm sure you will feel your problem slowing disappearing the closer you come to investing in our products. After all we have discovered the solution to your problems and your needs - so what do you have to loose? You really have a lot to gain from doing business with us (stress more benefits here).

By explaining this to them, their brain will begin to trigger the same feelings and will compel them to take out their wallet and do   business with you. Cha Ching!

Another example:

Let's say they want to purchase new carpeting for their home but they can't really afford the carpet that they like. That is a problem because they believe they can't afford the more expensive carpet although that is what they REALLY want. Deep down they want and believe that they truly deserve the best.

So what is the customer's problem? How much money are they willing to pay? How much more is the carpeting and how can they justify the purchase in their mind?

You can help them do this by discussing added benefits of quality, extended warranty, etc.

Ask, relate, understand and learn!

Ask them to rate their problem with the purchase between 1 and 10 - with 1 being bad and 10 being good. Then repeat the number back to them as it relates to how they are feeling.

1-4: You really need new carpeting for your home
5-7: You should buy our carpeting if you want the best
8-10: Our carpeting could help you solve your problem

Your prospects will associate the number to the level of their problem. This will make it easier for them to understand just how much they need to do business with you instead of walking out the door to drive to your competition.

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Bio: Debbie Allen is one of the world’s leading authorities on sales and marketing.  She is the author of five books including Confessions of Shameless Self Promoters and Skyrocketing Sales.  Debbie has helped thousands of people around the world attract customers like crazy with her innovative, no-cost marketing strategies and secrets to sales success.  Her expertise has been featured in Entrepreneur, Selling Power and Sales & Marketing Excellence.  Sign up for her FREE 6-week e-Course Business Success Secrets Revealed ($97 value) and take the online business card quiz to rate you marketing online now at www.DebbieAllen.com.