Problem: People using the ________ as a play area:
Psychology behind the sale: Do not allow the parent to use the __________ as a playground while she is on the cell phone.
Approach: Engage the parent and let her know that time spent in a a __________ has value (ergo the reservation sign). Then get her to sit in it (especially if she is on the phone and not paying much attention to you). Then get the kids to come over and demand a _________.
q When the little buggers show up with their ice creams…. “Whoa big guy! Do you have a reservation to sit in this chair? And we charge double for people with food! Where is your mom or dad so I can get the $20?”
“Hello! I noticed your kids are in the ___________. We reserve time in the chairs for people interested in owning one. Are you considering having a _________ for your home or RV?
No.
Oh, I see. They sure seem to be enjoying themselves. Did I tell you how easy those ice cream spills clean up? We scotchguard the fabric. Stuff is great! Wow are they giving it a workout!
Answer: Well, they sit where they want.
Oh my. Cleaning the sofa must be really a pain! When you own a ___________, the cover is washable. Let me show you how easy they are to clean. In fact, I take one home every night to get the ice cream out of it. (Demonstrate).
By the way, this is an adult __________. Its not being used at the moment so give it a try.
(to the kids) Hey guys, come here! Your mom has found a chair for herself.
(kids come over). Wow, you guys must have really liked the _______. Where would you put one in your house? When your friends come over, would they want to sit in one as well?.
(If this works, you now have Mom sitting in a chair and the kids begging her for one. The physical positioning is great because she is low to the ground, the kids and sales person are standing up over her).
Who will be using it primarily?
What color would you prefer?
Where would you place the __________?
Why not have it delivered?
When do you want it delivered?
How would you like to pay for this, credit card?