Imagination of an average individual looks like a variety of TV channels. Imagine your favorite shower gel and the next picture you imagine should b you using it. This image is "recorded” in your memory with the help of smell, and sensations. One image after another composes a short movie that is present on the back of your mind and makes you but the same shower gel every time you go to the store. This simple example shows that with the help of three main factors it is easy to control the processes that make clients buy you product. The first factor is the physiology (respiration, mimics etc.); the other two are speech and perception channels.

The first factor can be shown easily. Just observe the reaction of a client when looking at the product. If he is more or less satisfied, you will see by his reaction. When customer is delighted with what he sees his gestures and mimics will tell you about it. When the customer is satisfied with the way his new sofa was done, you'll see it even before he or she announces it. His relaxed gestures and active mimics say that he is very pleased with the work. You may be sure that this is his typical reaction on a positive moment in his life and you will easily recognize it the next time. Now a bit about other factors which are not less important. Professionals use a variety of methods that associate with positive. Some of the techniques are aimed at various reactions: to feel free, secure, excited, beautiful etc. All the stylistic arrangement of your thesis sentences makes a picture attractive and effective.

A good salesman knows that it is useless to offer a product itself, but effective to sell benefits a client is going to receive along. For instance: "Our new book will teach you how to become successful in a journalistic sphe

re”. These small details you have to think about stimulate the perception channels that transmit information to the brains. Every individual has a dominating perception channel he mostly relies on. For some it is sight, for some it is sound. It is of no use to tell a person about the delightful aromas of perfume, if the smell is his dominating channel. The more the better, we say, but the secret lies not in quantity, but in quality. You will not buy a pack of washing powder if you know that a drop of liquid spot remover will do.

There is a story about a joiner that was invited to a villa to repair the favourite chair of the owner. He looked at the chair and just pulled it off the carpet. The client was satisfied. After a solid corporation shareholder received a receipt for a sum of $800 he called the company asking for explanation. "$10 for the necessary action and $790 for the knowledge of what to do” was the answer. Take the information you received in the article into consideration and you will be a successful salesman.

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