 Don't
fret, though! We have cures for everything! Our first bit of RX advice
is to have someone stand in front of you and have them close their eyes.
Now describe the product to them. Remember that they can't touch it, or
feel it or pick it up and look underneath like all store shoppers do. (I
often wonder if they think something is taped to the bottom like a quarter
or a real silver dollar because they never just look at the bottom once,
they always look twice like it's going to "appear" the second time.)
Once you have a friend
standing there with their eyes closed, I want you to realize that you are
trying to "convince" them that they need this product because it is going
to bring up some wonderful emotion in them. I say that because I believe
that people buy "feelings" instead of things. They buy security, joy, confidence,
sentiment and other feelings that "things" will give them.
So.... there you
are with your red candle. What can you say to me with my eyes closed that
is going to make me feel like I just have to have it? I'm waiting.....
Okay, I see you need
some help, so let me start it for you:
"Nothing pleases
the senses more than our aromatic candles. Not only does the sweet aroma
drift into the air around you like a blanket of harmony landing softly
on your shoulders, but they burn for hours giving you a small vacation
of the mind to any place you desire. Just light one up today and
float into that place that only you know about. We have several fragrances
to vacation to. Try our Cherry Blossom to get away to an oriental retreat,
or our Ocean Breeze candle to lift you gently just above the sand on a
deserted moonlit beach."
Now this is a little
dramatic, but you get the picture. I didn't sell you a red candle, I sold
you relaxation, I sold you a place to vacation, I sold you a soothing caress
and I could sell you more!
So go today and check
your product descriptions! Will they make me want to buy them? Will they
offer me some kind of feeling? If not, then you've lost the sale!
.
|
