Page 65 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

Profiling² tip 4: Arouse interest on as many sensory channels as
possible

• You will arouse the interest of a conversation partner all the
more, the sooner you succeed in addressing them multi-
sensory. Let's take another customer conversation as an
example:
• Use a visual entry point into the conversation to focus on
product benefits.
• Back up the visual interest entry with an auditory one, such
as integrating a quote into the conversation.
• Supplement the visual and auditory appeal with a haptic
introduction of interest - in other words, let the customer
touch and try out the product in question.
• Don't forget: with some products, there is also the option of
using the customer's sense of taste and smell to get them
interested. As an example, we use a drugstore or pharmacy
where you present a skin lotion that you let the customer
smell.

The introduction of interest should always lead to feelings
of pleasure on the part of the conversation partner.
Conversely, you should avoid arousing feelings of
unwillingness in your partner. You can do this best if you
know what makes him tick!

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