Marianne Geiger: Eliciting Curiosity and Interest in the Introduction

Since we have rolled out CBC, I have developed a tactic to better elicit the emotion of curiosity in the introduction. The technique I have developed is to open by asking the CUSTOMER about CBC. “Did you notice all the bright colors when you walked in?” I ask. This almost always elicits the response, “Yes, I did. What’s that all about?” Basically, I get THEM to ASK ME to introduce them to it. It has been a great way to generate interest and curiosity, and is a great segue to explaining how CBC can make it easier for them to shop for a bed.

Marianne Geiger
Cincinnati Blue Angels Team Leader
Store Manager,
Mattress Firm, Kenwood 2015/8H