No thanks, I'm just looking! : sales techniques for turning shoppers into buyers / Harry J. Friedman.

Format:

Book

Author/Creator:

Friedman, Harry J.

Language:

English

Subjects (All):

Selling.

Physical Description:

1 online resource (242 p.)

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : Wiley, 2012.

Language Note:

English

Summary:

Secrets of the trade from the master of retail selling and sales training No 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 consul

Contents:

No Thanks, I'M JUST LOOKING! SALES TECHNIQUES FOR TURNING SHOPPERS INTO BUYERS; Contents; Foreword; Acknowledgments; Introduction; Chapter 1 Getting Your Act Together before You Take It to the Selling Floor; The Not-So-Fun Stuff; Customer Service Points; The Four Occupations of the Professional Retail Salesperson; The Daily Precheck; Hot Tips and Key Insights; Chapter 2 Opening the Sale; People Behave Reactively; Causing a Negative Reaction from the Beginning; The Primary Goal of Opening the Sale Is to Get Past Resistance; Opening Lines; Opening Moves; Getting into Business: The Transition

Working Two Customers at OnceHow Have You Been Opening?; Hot Tips and Key Insights; Chapter 3 Probing; Opening as Many Doors as Possible; Knowledge Is Power; Probing Questions; QAS; Logical Sequence; Logical Sequence Guide Chart; Switching-Or Selling What You Have First!; Hot Tips and Key Insights; Chapter 4 The Demonstration; The Demonstration Follows What You Learned in Probing; Selling the Value That the Customer Wants; Creating the Desire for Ownership; Covering All the Bases; The Ultimate Demonstration Tool; Avoiding the Comparison Trap; The Expert Kills the Deal

Hot Tips and Key InsightsChapter 5 The Trial Close (Otherwise Known as the Assumptive Add-On Close); The Dreaded Close; Adding On; Constructing a Trial Close; Hot Tips and Key Insights; Chapter 6 Handling Objections; The Trial of Trial and Error; Why Objections Occur; Work with the Customer; The Smoke-Out; Handling the Price Objection; Hot Tips and Key Insights; Chapter 7 Closing the Sale; Intent Is Everything; Getting Started; Basic Closing Techniques; Handling Requests for Discounts; Turning Over the Sale; Buying Signals; Hot Tips and Key Insights; Chapter 8 Confirmations and Invitations

Buyer's RemorseThe Confirmation: Cementing the Sale; The Invitation: Requesting Another Visit; Building Personal Trade; Hot Tips and Key Insights; Final Thoughts; Appendix: Retail Training Resources; About the Author; Index

Notes:

Includes index.

ISBN:

9786613401854

9781118209646

1118209648

9781283401852

1283401851

9781118209608

1118209605

OCLC:

769342368