Content

• Steps
• Tips
• Warnings

This technique gives the buyer a good feeling about the product or purchase idea. This is an example of a presentation of "entity" and does not include introduction or closure.

Steps

1. 1 Pay attention to buyers' physical details. Do they wear trendy clothes and jewelry? If you sell at their homes, use your peripheral vision and pay attention to the paintings on the walls. Ask questions about their families or places in photos. This is a quick way to arrange them.
2. 2 Ask the buyer to tell you about the last really good experience they had with a similar purchase.
3. 3 Observe the customer's eyes and notice in which direction the customer is looking.
4. 4 Hear the buyer's story. Make a note of what phrases the customer uses to describe feelings (i.e., felt, seen, heard).
5. 5 Validate the customer story by saying specific phrases (for example, "Great story"). Emphasize the essence of the phrase and “verbally nudge” the words Great Story to make them stand out slightly. Create your own phrase to suit your presentation, or use this one.
6. 6 Introduce products making sure to keep the product, brochure, etc.in such a way as to direct the buyer's eyes in the same direction they were when they remembered a good previous experience (step 2).
7. 7 When the customer looks over to where the product or brochure is, tell the customer, "I have a Great Story for you about this [product or service you are selling]." If the customer used a phrase that included the word "feel", you can say "I feel" you will love this Great Story about this [product or service you sell]. Try to reuse the words the customer used when they told you about a good experience.

Tips

• Connect with the buyer prior to step # 1. It might be a simple acquaintance, but it should be enough to connect so that step # 1 naturally turns into a conversation.
• If a customer says in their story that they “felt” something, you can touch or lightly nudge the customer with the product or brochure the minute you use the phrase in response. (Don't be obvious)
• Coming up with your own phrase is fine. When you speak, it should sound natural.
• Mirror the physical position and vocal pattern of the customer. If the customer is standing with their hands in their pockets, put their hands in their pockets. If the customer scratches his head with his left hand, wait 5-10 seconds and scratch his head with his right (mirror) hand. Don't be too obvious. Remember that you want the customer to feel comfortable.
• Be sure to follow through with the Great Story and close the deal.

Warnings

• This method is designed to improve communication between buyer and seller. This technique provides a visual signal to the customer to “feel” about the product as it did from a previous successful shopping experience. Please use it wisely.