Cargando…
No thanks, I'm just looking! : sales techniques for turning shoppers into buyers /
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, reade...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
Wiley,
2012.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- 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.