These retail sales tips explain how emotion and logic should be combined in different ways to connect with your customers. When used correctly these two elements will transform the way you sell and increase your sales results. Retail customers combine emotional impulses and logical decision making when buying. The best sales pitches use both of these elements in the right proportions and at the right stages of the sale.A fashion clothing store sales person will mainly focus on impulse selling, while protective clothing for industry would be sold with a lot of focus on logical decisions about safety. These two elements of retail selling are often referred to as the head and the heart. They are combined in different amounts in all buying decisions that customers make. If you learn the combinations of Head and Heart that are used by your customers to make buying decisions, you can increase your retail sales.In retail sales the impulse, the heart, usually guides the customer first, and is then followed by logic, the head. If you are interested to know more, take a look at Retail Sales Training. Think about some of the decisions you make each day. When you read a newspaper or view a page on a website you look for headlines that speak to your emotions. For more info, visit Retail Sales Training. Then you read more and a well written page or article will lead you from an emotion grabbing headline to the main body of the text which is supported by logic.When your attention is taken by an advert on television, radio, or on a street billboard, it is the heart that it speaks to first. Would you move your attention to an advert that starts with logical detail. A quick random look at an advert on the web gave me the following:A picture of a Mazda car with the caption, 'Find out how you can afford to have it all.' Have it all, is in larger type and stands out visually along with the picture of the car. The picture aims at the emotions as does the phrase, have it all. The message, telling you how to find out how you can afford it, is trying to prevent one of the most common objections for the brand and enticing you to click the advert. Notice there are no technical details and no specifications, all that comes later as the buyer is moved through the sales process.The advert targets the heart, the emotions, and attempts to grab the prospect's attention. Once this is achieved, and the viewer clicks through to the sales page, there is more sales information aimed at the heart. Only then are there facts, and these facts are more about finance than engines. The sales pitch is heavily focused on the heart followed by logic for the head to use to build a case for making a buying decision.Retail Sales Tip - The Right Combination of Head & Heart- If your products are a luxury, items that are nice to have but not a necessity, or bought because the customer wants them rather than needs them, then you aim primarily at the heart. When a product is purchased because it is needed, repairs or replaces, or is a necessity, then you focus on the head. Create a sales pitch and consider whether you should be aiming for the Head or the Heart at each stage of your pitch. Base your decision on whether your products are something the customer desires, or something they need. Do they give the buyer a positive, or take away a negative. Should your sales introduction be about helping to fix a problem, or making the customer feel good. What about the sales questioning stage, will you be asking for practical detail from the head, or asking the heart about its dreams. When you present the best products to your customer will you be pitching to their logical thinking decision making brain, or looking to connect to their emotions. Then it's time for the closing question. Your decision here is do you go for an impulse sale where the prospect wants the item and then uses logic to convince themselves that they should buy it. Or, do you use reason to convince the customer of the benefits they will receive from their purchase. For more info, visit Retail Sales Training.
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