No Thanks, I'm Just Looking

Sales Techniques for Turning Shoppers into Buyers

Inbunden, Engelska, 2012

269 kr

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Secrets of the trade from the master of retail selling and sales trainingNo Thanks, I'm Just Looking gives anyone the inside scoop on how to skyrocket their selling career with a system of easy-to-learn practical money-making steps. By saving countless hours of trial-and-error experience, readers will be able to focus on the things that really work. Considered to be retail guru Harry J. Friedman's personal collection of proven selling techniques, No Thanks, I'm Just Looking includes all the tips and humorous anecdotes that have made him retail's most sought-after consultant.No Thanks, I'm Just Looking delivers the tricks of the trade from an international retail authority. Author is the most heavily attended speaker on retail selling and operational management in the worldThese groundbreaking high-performance training systems have been used by more than 500,000 retailers, from small independents to the likes of Neiman Marcus, Cartier, Billabong, La-Z-Boy and Godiva, to routinely deliver more salesFriedman created the number one retail sales and management system used by more retailers than any other system of its kind in the worldGet proven techniques that will increase sales and elevate your staff to a high-performance sales team.

Produktinformation

Utgivningsdatum2012-02-03
Mått152 x 229 x 25 mm
Vikt454 g
FormatInbunden
SpråkEngelska
Antal sidor240
FörlagJohn Wiley & Sons Inc
ISBN9781118153406

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HARRY J. FRIEDMAN, founder and CEO of The Friedman Group, is an international retail authority, consultant, and the most heavily attended speaker on retail selling and operational management in the world today. More than 500,000 retailers have used his groundbreaking high-performance sales and management training systems, including Neiman Marcus, Cartier, Hallmark, La-Z-Boy, Billabong, and Godiva. One of retail’s true thought leaders, his vision and unique ability to see what’s right and wrong on a retail floor—and how to fix it—have made him a sometimes controversial but always passionate friend to the world of retail. You just can’t get enough of Harry!

Foreword Richard Erhart xAcknowledgments xiiIntroduction xiiiChapter 1 Getting Your Act Together before You Take It to the Selling Floor 1The Not-So-Fun Stuff 4Customer Service Points 5The Four Occupations of the Professional Retail Salesperson 19The Daily Precheck 24Hot Tips and Key Insights 31Chapter 2 Opening the Sale 33People Behave Reactively 35Causing a Negative Reaction from the Beginning 36The Primary Goal of Opening the Sale Is to Get Past Resistance 37Opening Lines 37Opening Moves 41Getting into Business: The Transition 44Working Two Customers at Once 52How Have You Been Opening? 54Hot Tips and Key Insights 54Chapter 3 Probing 59Opening as Many Doors as Possible 61Knowledge Is Power 62Probing Questions 66QAS 73Logical Sequence 74Logical Sequence Guide Chart 78Switching—Or Selling What You Have First! 78Hot Tips and Key Insights 82Chapter 4 The Demonstration 85The Demonstration Follows What You Learned in Probing 87Selling the Value That the Customer Wants 90Creating the Desire for Ownership 94Covering All the Bases 97The Ultimate Demonstration Tool 101Avoiding the Comparison Trap 109The Expert Kills the Deal 112Hot Tips and Key Insights 115Chapter 5 The Trial Close (Otherwise Known as the Assumptive Add-On Close) 119The Dreaded Close 121Adding On 125Constructing a Trial Close 131Hot Tips and Key Insights 136Chapter 6 Handling Objections 139The Trial of Trial and Error 141Why Objections Occur 143Work with the Customer 146The Smoke-Out 150Handling the Price Objection 153Hot Tips and Key Insights 159Chapter 7 Closing the Sale 161Intent Is Everything 163Getting Started 164Basic Closing Techniques 166Handling Requests for Discounts 175Turning Over the Sale 178Buying Signals 182Hot Tips and Key Insights 184Chapter 8 Confirmations and Invitations 187Buyer’s Remorse 189The Confirmation: Cementing the Sale 192The Invitation: Requesting Another Visit 194Building Personal Trade 200Hot Tips and Key Insights 206Final Thoughts 209Appendix: Retail Training Resources 211About the Author 217Index 219