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.
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