Contents
Chapter 1: Getting Your Act Together before You Take It to the Selling Floor
The Four Occupations of the Professional Retail Salesperson
Causing a Negative Reaction from the Beginning
The Primary Goal of Opening the Sale Is to Get Past Resistance
Getting into Business: The Transition
Opening as Many Doors as Possible
Switching—Or Selling What You Have First!
The Demonstration Follows What You Learned in Probing
Selling the Value That the Customer Wants
Creating the Desire for Ownership
The Ultimate Demonstration Tool
Chapter 5: The Trial Close (Otherwise Known as the Assumptive Add-On Close)
Chapter 6: Handling Objections
Handling Requests for Discounts
Chapter 8: Confirmations and Invitations
The Confirmation: Cementing the Sale
The Invitation: Requesting Another Visit