Bates: Soft selling wins customer loyalty, referrals
The Hard Sell is out and the Soft Sell is in.
Called Customer Centric Selling, soft selling wins customer loyalty and referrals – thus increasing revenue.
A perfect example of Customer Centric Selling is Red Mango Frozen Yogurt in McHenry. Upon entering, yogurt lovers are directed to stations with four to six flavors. Customers are encouraged to try each one before filling their sold-by-the-ounce cup with exactly what they want. About 20 toppings are available to choose from. The customer loves this approach, making certain that he gains a flavor and toppings serving his palette well. The customer is in charge in a Customer Centric Red Mango world.
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