Category Archives: Terrific Retail Insights

Why bother to state the features if people buy on benefits?

This is Part Three in our series on ‘Spelling out the Benefits’ for your customers. You can access the earlier posts by clicking on these links: Part One – Spelling out the benefits that matter to your customer Part Two – Creating a verbal bridge Why bother to state the features if people buy on…

Spelling out the Benefits Part Two: Creating a verbal bridge

In the recent Spelling out the Benefits Part One post, I explained that it is best to follow a feature with the statement “What this means to you is…” or “Which means…” This builds a verbal bridge between the feature and the benefit. Other linking phrases that create this verbal bridge include: What will be…

Spelling out the benefits that matter to your customers – Part One

When you know your business and its products and services really well you can easily fall into the trap of assuming that your customers will be just as impressed about them as you are. Don’t assume they will see the value in what you are offering. Spell it out to them in ‘Benefits’ language. To…

Be brave and take a gutsy and courageous stand to differentiate your business. In a recent post, Donald Cooper inspires and challenges you to do just that. Over to Donald: My father used to say, “If you don’t stand for something…you’ll fall for anything!” What do you ‘stand for’ that could differentiate your business, make…

The psychology behind supermarket layouts

Research has found a link between the layout of grocery stores and casinos and the impact of their design on our behaviour. Click on this 1 minute 40 second video clip from a Channel 9 Australia report earlier this year. Visual courtesy of Shutterstock

Wesfarmers can give you an exact figure. Rounded off it is apparently close to $2 billion Aussie dollars. That’s how much it has reportedly cost them to get out of the struggling Homebase home improvement business they bought in the UK just over two years ago. The Guardian newspaper reports that Homebase has been sold…

Presenting and demonstrating your products

Here are three examples on how to present and demonstrate your products and one illustrating how not to do so. These are taken from our, ‘Retail Selling: The Complete Do-It-Yourself Training Programme’. They are from a module in Volume 2 on ‘Developing Confidence in Your Products’. Get your customers involved If it’s an item of…

How to respond to “Is This All You’ve Got?”

“Is that all you’ve got?” is a question that can take the wind out the sales of many service providers and salespeople and seem offensive to others, particularly proud business owners. Frontline salespeople will often answer with “Yes” followed by silence or make some weak statement about having more at their other outlet on the…

I was discussing with a café owner the importance of ensuring that one slice is always removed before his staff place a cake in the display cabinet. He was aware of the difference this makes to orders of cake slices but hadn’t shared this tip with most of his staff. This isn’t something that can…

You can learn a lot from observing the pricing strategy of the big retailers, retail travel agents and others with consumable products. They are forever testing price points and assessing customer reaction. The psychology of this is fascinating. $4.99 does work better than $5.00. $9.95 or $9.99 will out pull $10.00 every time. $99 will…

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Category Archives: Terrific Retail Insights

Why bother to state the features if people buy on benefits?

Spelling out the Benefits Part Two: Creating a verbal bridge

Spelling out the benefits that matter to your customers – Part One

If you don’t stand for something…

The psychology behind supermarket layouts

What is the price of arrogance?

Presenting and demonstrating your products

How to respond to “Is This All You’ve Got?”

The Psychology of Price Points

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