Log In
Or create an account ->
Imperial Library
Home
About
News
Upload
Forum
Help
Login/SignUp
Index
Cover
Title Page
Copyright
Dedication
Foreword Richard Erhart
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
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 Once
How Have You Been Opening?
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!
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
Chapter 5: The Trial Close (Otherwise Known as the Assumptive Add-On Close)
The Dreaded Close
Adding On
Constructing a Trial Close
Chapter 6: Handling Objections
The Trial of Trial and Error
Why Objections Occur
Work with the Customer
The Smoke-Out
Handling the Price Objection
Chapter 7: Closing the Sale
Intent Is Everything
Getting Started
Basic Closing Techniques
Handling Requests for Discounts
Turning Over the Sale
Buying Signals
Chapter 8: Confirmations and Invitations
Buyer's Remorse
The Confirmation: Cementing the Sale
The Invitation: Requesting Another Visit
Building Personal Trade
Final Thoughts
Appendix: Retail Training Resources
About the Author
Index
← Prev
Back
Next →
← Prev
Back
Next →