Harry J. Friedman

No Thanks, I'm Just Looking (eBook, ePUB)

Sales Techniques for Turning Shoppers into Buyers

• Format: ePub

Produktbeschreibung

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 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 world * These 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 sales * Friedman created the number one retail sales and management system used by more retailers than any other system of its kind in the world Get proven techniques that will increase sales and elevate your staff to a high-performance sales team.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 240
• Erscheinungstermin: 29. November 2011
• Englisch
• ISBN-13: 9781118209646
• Artikelnr.: 37348701

Autorenporträt

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!

Inhaltsangabe

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