As humans, our self-concept (knowledge about ourselves) made of diagrams. And schemas are mental structures and the understanding we have practically everything. Each has its own experience and behavior pattern. And each system has its own scripts (sub-routines / activities) packed with emotions and feelings. Maybe consider it a successful businessman (self concept). Your self-image as a company of the mental structures and understanding of the purpose, nature, and results (Charts) is composed. And interpretations concerning the scope of business processes to give you a feeling and a sense of confidence. And your drawings have their own sub-routines and activities (scripts) that you implement or to implement any system. The customer’s shopping patterns and scripts. Understanding of trade flows and scripts client, you can practice chip sales.

What are the trade patterns and scripts?

A commercial structure is basically the intellectual structure of a customer (organization and understanding), he was the purchase of a product or a service. Read This understanding of the influence, reflect, and remember everything that has to do with shopping (Bartlett, 1932, Markus, 1977). The scripts are subroutines (sub-activities of each diagram), which the customer can make the buying process. And where to get these trade flows and scripts? Customers receive their trading patterns and scripts from their past experiences and life worlds. These experiences can be learned or actual, including shopping knowledge, beliefs, experiences and emotions (positive or negative). The next thing you should know the function of trade flows and scripts (Aronson, Wilson & Arkert, 2007).

trade flows and scripts work automatically.

In this scenario, a customer has a cinema. Psychologically, his pattern of scripts and activate automatically. The mind will automatically download the file its brief theatrical allow the subroutines in it. In programs that guide his behavior: 1) Check what movies are available. 2) Choose your movie. 3) Select seat and buy the ticket at the box office. 4) Use the bathroom before the show. 5) Buy snacks. 6) Enter the auditorium displayed when the doors are open. There are not too little and sometimes consciously, meditation necessary behavior for that event.

reduce trade and buy scripts ambiguity and doubt.

In the second scenario, the customer is the same for a cinema self-service, fully automated using the minimum staff. His drawings and scripts are enabled. But there are doubts that 3 subroutine, to be replaced in which a field of the box, the original client subroutine that took him on the evening flights will always remember him to the place where to look, he can now select their seat and a ticket . That makes him ask the right questions, rather than ambiguous.

The schema and commercial scripts act of a Buying from the store.

In the third scenario, the friends of the customer ask how to see a show in the same room in the second scenario. to visit you because they feel that he has the experience, he knows better. As an experienced user, his drawing and writing that used in the second scenario, and it delivers the active subroutines. But it is one of his routines, to complement that he go to his friends to the state specifically for the seat selection and ticket purchase. Do not need to ask to find the booth because he had to do in the second scenario. Its pattern of shopping and act as a guide script purchase memory. Then business should know how the understanding of trade flows and scripts

How to use the businessman this understanding of patterns and scripts to use to purchase?

What do not you?

This is a natural tendency for most now that her business to sell products and services with all possible means. They may eventually have a negative pattern of their foundation in the minds of potential customers. Have a shopping experience, current practice of dual pricing in some countries. Residents will be charged at normal price, while the foreigners pay a higher price. What would create the schema and the script in the minds of customers abroad? The circulation would be “careful, the settlement” and would be the scripts. “Do not negotiate strongly, and never trust the seller,” And this pattern and write like other foreigners who are recommended to travel to these countries. The emotions of distrust and fear go hand in hand with the above schemes and the script. And even if the turnover of the companies in such situations are closed, there would be an underlying suspicion and mixed feelings.

The development of the negative trading patterns reveals not only the high prices, but other issues such as: not reliable quality products at reasonable prices and services, commercial environments, unpleasant, rude and ignorant of staff, lack of sales support services, etc. Once a pattern is formed negatively about your institution, the results will be worse than not having a sale. Many companies do not fail because they are not enough advertising or selling, but they instilled pattern wrong in the minds of potential customers. And to prevent this pattern is that new clients come to commercial establishments, and old customers coming back. So it can not create new sales and repeat. It could also for non-questions in general has led the sales potential.

What to do?

mediation of a wrong model in the mind of potential customers is worse than not close sales. When you close a sale now, there is still a chance that you make a sale with the same customer in the future if it goes back to your hotel. So what are the positive behaviors of the system of personal development company in a sale at all times?

Remember that the customer already has a system for trade. What you need to do is align yourself and what you have to offer with this system. If a customer is looking for a player stereo mini-components, your task is to help a product that he wants to find his satisfaction. If it can not find, you should always instilled in her drawing as a business friendly, helpful, helpful and sincere. The emotions that go with this scheme would be nice and feel nice. These emotional feelings can sometimes the customer buy something else or back to your place for other purchases at a later date. In short, his drawing and writing of the office is positive and emotions have a good feeling.Chaque Once the customer is in your home, preferably one of the existing rules of your establishment by the creation of further new experiences and positive feelings. I use the word first to say that the process of increasing the accessibility of mental scheme of your office customers with a continuous creation of positive experiences and good feelings (Higgins, Rhodes, & Jones, 1977). In other words, if he thinks of your institution, its patterns are automatically positive emotions and a good feeling. And permanence.En this experience and build up positive feelings permanently priming, create an effect of persistence in the client (Anderson, 1995, Sherman & Kim, 2002). What is an effect of persistence? Let’s say that one day he walks into your business and one of the leaders of sales made a very serious mistake. He is upset and angry, but if you apologize, he always thinks positively of your institution. Whatever the actual feeling, he knew his past pattern remains positive about your organization. The secret is to never repeat the same mistake twice on the same client. The last question relates to self-fulfilling prophecy self-fulfilling réalisatrice.Prophétie can be described as follows. Since scheme of your customers you are positive, expect your behavior to be positive. If you meet their expectations by in a positive way, is his expectation that you confirmed. This cycle is repeated again and again. is, however, be noted that this cycle of self-filling prophecy can also operate on the negative. What is the effect of endurance and self-fulfilling prophecy link and refer can take at your school? Customer expectations (positive or negative) of your office, even if he was discredited by the evidence. expectations and persevering in a vicious circle reproduce. This is the pattern that you long term with clients your business establishment have some for you.

Smart sales will begin with the understanding and development of positive patterns in your customers. The fruits of this process is long-term positive relationships that are in sales and profits for the satisfaction of the companies and businesses reacted to the customer is.


Thin-client