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No thanks, I'm just looking! [[electronic resource] ] : sales techniques for turning shoppers into buyers / / Harry J. Friedman
| No thanks, I'm just looking! [[electronic resource] ] : sales techniques for turning shoppers into buyers / / Harry J. Friedman |
| Autore | Friedman Harry J |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2012 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
658.8
658.85 |
| Soggetto topico | Selling |
| ISBN |
1-118-20964-8
1-283-40185-1 9786613401854 1-118-20960-5 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9910781549003321 |
Friedman Harry J
|
||
| Hoboken, N.J., : Wiley, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
No thanks, I'm just looking! [[electronic resource] ] : sales techniques for turning shoppers into buyers / / Harry J. Friedman
| No thanks, I'm just looking! [[electronic resource] ] : sales techniques for turning shoppers into buyers / / Harry J. Friedman |
| Autore | Friedman Harry J |
| Pubbl/distr/stampa | Hoboken, N.J., : Wiley, 2012 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
658.8
658.85 |
| Soggetto topico | Selling |
| ISBN |
1-118-20964-8
1-283-40185-1 9786613401854 1-118-20960-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 |
| Record Nr. | UNINA-9910820107303321 |
|
Friedman Harry J
|
||
| Hoboken, N.J., : Wiley, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
