You are probably wondering if Marchev has gone off the deep end? No, I haven’t. Not yet. I want to share an observation I had while my wife Barbara and I were strolling through a fabric store looking for ideas.
After being in the store for just four-minutes I felt a migraine coming on, and I don’t get migraines! I was being introduced to the 3 C’s: The choices, the colors and the costs. I must admit, there was a lot of good-looking stuff in that store. Too much stuff. Apparently choices, options, and colors are all needed to sell tile, carpets and gizmos. (I really do not get migraines. But you can picture my chagrin.)
Here was my observation: On top of one of the counter was a one-foot square tile sample. It was a mosaic pattern, if I had to define it. My wife was drawn straight to this “sample.” The woman running the place mentioned that two people the day before purchased this exact mosaic pattern as a result of spotting it on the counter. They saw it—they bought it. (My wife spotted it but she wasn’t ready to buy yet).
My advice to the store owner was to display what you want to sell. Car dealers have known this for years. The show room cars sell fast.
Vision is a wonderful thing. People buy what they can “see.”
It helps if you can paint a picture; an attractive picture. A fun picture. Tell the story, your story, in your words, but in words that can paint a picture in the buyer’s mind. Let people “see” what you are talking about.
Toss in a little enthusiasm and some good things are about to come your way.
Mike Marchev is recognized for his down-to-earth, street-savvy and honest delivery of useful sales and marketing advice, suggestions, tactics and strategies. For a complimentary copy of his Special Report titled: 11 Sales Mistakes You Must Avoid send Mike an email with the word TRO-11 in the Subject Box. firstname.lastname@example.org
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