Smart Selling Commandments 6 to 8 ( Part 3)

6. Smart Textiles pile of clothes or guilty - selling: This type of smart selling can be seen in any textile shop. In this case the salesman would repeatedly and continuously heap lots and lots of clothes before the hapless customer. In most cases even a hard core window shopper who had entered the shop to indulge in a bout of extended window shopping is now in a quandary and is confronted with a feeling of guilt. "I have made the poor guy show me so many clothes, if I don't buy anything, he will have nothing to show for his effort. Okay let me buy something". What the hapless customer doesn't understand or comprehend at that time is that the entire sequence of actions has been initiated by the salesman and in any case sale or no sale he will have to put all the stuff back into the racks. After all that is what his job demands him to do.

7. Smart Textiles cloth selection or winner takes it all selling: This type of smart selling is again practiced at the textile shops. It has been observed that many people find it very difficult to make a final choice when it comes to clothes. They get struck between colors and spend lot of time unable to decide which garment to buy. In such a situation this type of selling commandment is used. Here the shop employs pushers. These are men and women who are dressed like any other shoppers but are hand in glove with the shopkeeper. These pushers slide up next to "the hesitant and not able to take the decision shopper" and will show interest in the same clothes in which the hesitant shopper was interested in. The pushers would even subtly try to grab the clothes from hesitant shopper. Faced with such a situation the hesitant shopper would quickly make a decision and will walk off triumphant. The psychology used? Most of us are very possessive about things and the possessiveness will extend to things that we are almost decided on. The pusher is the catalyst that will push the sale through quickly.

8. Smart demonstration or Monkey sees monkey do Selling or wet cement concept of selling: This selling commandment is practiced by the street smart and street savvy roadside salesman. They follow the principle of “Monkey see, Monkey do". In other words most of us by nature are very inquisitive and will try to imitate others when faced with a new situation. This type of behavior is also called wet cement behavior. When faced with a sign which says "Wet cement, don't touch" most of us are tempted to touch the cement and check for ourselves whether the cement is really wet.

The street-smart salesman exploits this trait in our behavior. They have practiced the art of good demonstration. They are very agile and very adept in showing off very plain and quite mundane articles as state-of-the-art articles. One can recall the demos of orange juicers, rangoli drawing equipment and many other that look so appealing when the sales man is demonstrating, but when tried at home the articles don't perform in the same way or the way they are supposed to.