The customer’s brain has a fatigue factor. Psychologists say that when a customer assesses 7 options in continuity for a given product range or service his mind is said to suffer from fatigue.

It is therefore important for salesperson to understand that they would make a smart move by demonstrating the product which they want to sell as the 3rd or 4th option to the customer to assess. The customer’s mind is in its most fertile state while assessing the 3rd or 4th option. This understanding is very useful , especially in Modern Retail Trade(MRT) format.

Decision making comes when one has a choice. The salesperson who expects orders from the customer without giving the former any choice to select from is asking for the moon.

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