Buying Mood

Buying Mood

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

What is a buying mood?
How do you create one in your place of business?

Retail Store…

  • A Welcome Atmosphere – welcome signs, clean.
  • A Sale Atmosphere — special deals.
  • Happy employees.
  • Knowledgeable employees. People who know their product, and can make intelligent recommendations.
  • Employees who are there to serve when customers need them.
  • Positive buying suggestions by the employees to the customer.
  • People who compliment sincerely.
  • Upbeat music.
  • Bright lights or the right lights (spotlights).
  • Easy to access merchandise. easy to find merchandise.
  • People who go out of their way to serve. Service that creates a memory.
  • People who say the right thing.
  • “Walk by” comments: “Hey that looks great!” or “Can I help you locate something?” or “Hey, let me show you what just came in?”

NOTE: It also helps to have a wide selection of merchandise. We are an impulse society. If there’s lots of merchandise is on the shelf, we are more likely to buy.

Business to Business…

  • Welcome sign with the visitor’s name on it.
  • Take them on a tour and introduce them to the people they’ll be dealing with after they buy.
  • Make them feel special. Show that you value their time.
  • Have superior food and drink.
  • Introduce them to the CEO and spend a few minutes (prep the CEO first so he can use some personal information to impress the customer)

All Business…

  • Choosing the right words and phrases to greet the customer or visitor.
  • Don’t sell them – get them to buy.
  • People with a “yes” attitude.
  • Employees who tell the truth. Be honest even if it costs a sale.
  • Clean rest rooms.