Article by David Lynch
I once read that more than 80% of selling is in the mind and the other 20% could be achieved by anybody. There are many ways to increase sales that can be achieved by simply changing our behavioural attitude and here are some suggestions that will improve sales considerably when applied over time.
Reciprocity
Customers are faced with so much choice these days that they will tend to buy from where they feel they are getting the best value and the best service. In order to stand out from the crowd the sales person must offer value and great service before the sale takes place, whenever and wherever possible. People feel a natural obligation to do something in return for someone who genuinely goes out of their way to help them. People buy from people, especially when they feel that the seller cares about their well-being.