Chapter 66. Invite the customer to try on the model
A customer went to a clothing store out of curiosity, with no intention to buy. Noticing a beautiful jacket with no price tag, she asked a Sales Ambassador what the price was. Before even mentioning the price, the Sales Ambassador helped the lady try on the jacket. It was so wonderful and comfortable, she could not imagine leaving the boutique without it. But she not only bought the jacket. Caught up in the dream, she also purchased a matching skirt and a sweater.
Another customer was interested in buying a car. The Sales Ambassador let the customer take the car for a drive over to his house where he could pick up his wife and children for a quick spin. The car soon became a part of the customer's life.
What about wine? Tasting a good wine can lead someone to buy a case.
Experiences like these often lead to attachment. Touching, smelling, and tasting awaken customers' senses and then appeal to their emotions.
Sales Ambassadors know that having customers try on (try out or taste) what they are interested in makes the experience more realistic. The creation immediately begins to belong to the person, a reflection of their personality and lifestyle. There is a rapid attachment to a beautiful object.
Customers sometimes need polite encouragement to try something on. Sales Ambassadors quickly add, "It does not cost a thing to try it on. Just for the pleasure." A mirror on hand shows how the creation fits with the customer.
It is just like ...
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