Impulse Factors

Question 1

Fear of Loss

Answer 1

• The fear of loss is greater than the need for gain
• Take merchandise back-and-look for other people
• People naturally don’t want to miss out on what others are experiencing

Question 2

Urgency

Answer 2

• You are in a hurry, the customer can only take advantage right now
• It becomes a better deal when it is leaving
• Don’t hang around

Question 3

Greed Factor

Answer 3

• People do not want to miss out on a good deal
• Use real examples of who is picking them up from your receipt book
• People want what others have, use that to your advantage

Question 4

Indifference

Answer 4

• Be the opposite of a sales person
• People don’t want to be sold, they want to buy
• Don’t be pushy