Business Articles

Special Report - Get Inside Their Heads

Understanding the decision-making process we all engage in can help make your store more profitable.

 

Contributed by Scott Thorne, Castle Perilous, Carbondale, Ill.
Published: July 14, 2010
The two stages of the decision-making process a retailer can most affect are the information search and post-purchase behavior.

To help your customer during his information search, you need to become aware of his "problem." Once you know, your job is to present a number of solutions that will satisfy his desire. Try to understand his point of view, and pass along what you know about the product, including first-hand knowledge, information you've read in reviews and what other customers have said.
SUBSCRIBER ONLY CONTENT
You are currently not logged in. This article is only available to Model Retailer magazine subscribers.
Already a Subscriber?
If you are already a subscriber to Model Retailer magazine you must log into your account to view this article.
Subscribe TODAY!
MOD141001_tablet_150 As a subscriber to Model Retailer you have access to valuable information for your business including:
  • Industry News
  • Product News
  • Product Reviews
Subscriber Number:
Remember me
Don't know your number? Here's how to find it fast »