Bill Bartmann Business Sales Tips: Selling to the Senses

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If you run a business that has a storefront, when was the last time you looked around the store to see if you are really selling to your potential.  Selling to your potential does not mean just having an open sign in the door and your newest items on display. Selling to your potential means knowing how people take in information and making sure you are catering to the various ways they may think.


Think of the senses - sight, touch, hearing, taste and smell. These are the ways we, as humans, relate to the world. Yet people don't keep this in mind when it comes to selling and setting up their store.


Additionally, when people learn, they use one of three senses - sight, touch or sound. Some are more prone to one learning style. Some people are more tuned into sight. Others are more in tune to sound. Still others need a hands on approach to really learn and understand things.


Let's look at each of these in a little more details:




Bill Bartmann's tip #1 for selling to the senses is to remember the importance of sight. This means you need to make sure your store is well lit and attractive to the eyes. To this end you need to make sure all of your displays are visually appealing. You want them to pull shoppers to the items that you are trying to sell and make them want to take a closer look. The display should be completely self-explanatory to those looking at it as well.




Bill Bartmann's tip #2 for selling to the senses is to remember the importance of sound. This could be in the sense of your sales presentation or an ongoing vocal pitch that is happening surrounding the items you are trying to sell. For some people, they can look at a display all day, but need someone to tell them what they are looking at and why that item is something they need. This is why you should always have a salesperson at the ready to explain an item or have a speaking display that will do it for you.




Bill Bartmann's tip #3 for selling to the senses is to remember the importance of touch. There are plenty of people that can listen to and look at a presentation all day, but will not get anything out of it until they can pick up the item and work with it, turn it off and on or play with it themselves. These are hands on people who need to use the sense of touch in order to learn and become engaged. If at all possible have a way for people to be hands on. If you are selling electronics that means having a floor model out that they can touch and try out. If you are selling makeup or lotions, have some they can touch or try on. The more you can engage the sense of touch for these people the more chance you have making a sale.


Bill Bartmann made a fortune in the debt collections business, but he did not base his choice of business to go into on how much money he would make.  Bill Bartmann had a passion to make a change in the industry; his desire was to alter the intimidating techniques used in debt collecting.   Through his experiences over 40 years of his business successes and failures, Bill Bartmann has learned from life's greatest lessons.  Learn more at





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Terri Onigkeit
Keller Williams of Northern Colorado - Fort Collins, CO

Good thoughts I think the sight and the way that people look at a house is very important

Apr 26, 2009 10:16 AM #1

I am new for this site and really i like this site so much and Thanks for publish my comment .



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Oct 05, 2009 11:36 PM #2
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