Abstract
In this chapter we are mainly concerned with the question of why some people are so much more successful in counseling and sales, especially why they can win customers more easily for themselves. In this context, we will see that knowledge of the amygdala is essential, especially for all those who work in a perfume shop in an advisory capacity and want to offer a service or product successfully. Not only processes that decide the scent and purchase decision run via the amygdala, but also unconscious experience and thus interpersonal interaction is controlled from there. This leads us to the question of how not only the customer’s amygdala, but also his own can be positively influenced as an advisor in order to increase the feeling of well-being for both in perfume advice. We will show that the right eye contact is essential for this, also because the amygdala initially reads faces unconsciously for us. We also discuss how the amygdala reacts to loss or scarcity and the prospect of gain and what consequences this can have in perfume advice. We also see what positive effects an “why” introduced in the right place (why one works or advises in the perfume shop) has in perfume advice. This leads to a formula for perfume advice that has proven itself in practice.
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Mensing, J. (2023). Sales Psychology of Fragrance Consulting. In: Beautiful SCENT. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-662-67259-4_11
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DOI: https://doi.org/10.1007/978-3-662-67259-4_11
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