No Thanks, I'm Just Looking: Professional Retail Sales Techniques for Turning Shoppers into Buyers - Hardcover

Friedman, Harry J.

Hardcover

ISBN 10: 0787253502 ISBN 13: 9780787253509

Publisher: Kendall Hunt Pub Co, 1992

Synopsis

There's no such thing as a "born salesperson." Just like there's no such thing as a "born doctor" or a "born lawyer." Retail selling is a technology that has to be learned like anything else - if you want to be good at it. And Harry J.Friedman is very good at it. Someone once said, "Harry is the kind of guy who would sell someone a kickstand and then a $3,000 bicycle to go on top of it. "What makes him and his book on retail selling so unique is his uncanny ability to turn shoppers into buyers, and teach others how to do the same. "No Thanks, I'm Just Looking" will give you the inside scoop on how to skyrocket your career with a system of practical money-making steps that are easy to learn and fun to use. No theoretical mumbojumbo or outdated 1940s methodologies. Unlike most sales trainers who are obsessed with handling objections and tricky closing techniques, Harry concentrates more on "front-end selling." He'll show you how to get past customer resistance - that "I don't like you and I don't trust you" defensive shield that customers are seemingly born with. And he'll show you how to probe more effectively so you can find out exactly what your customers want so that all you have to do is deliver it. The essence of front-end selling is having your customers say "I'11 take it" before you ever have to ask "Will you buy it?" The fun really begins, however, when you learn his unique version of the trial close - how to routinely add on additional merchandise, while you're closing the sale on the main item. This will put you in control of the sale and set you up for the final step which will reduce returns, build referrals and increase your repeat business. This book will save you countless hours of trial and error experience and allow you to focus on the things that really work. It will become your retail bible as you read it over and over. And each time you do, you'll turn up another batch of gems that just keep making you money.

About this edition

• Publisher: Kendall Hunt Pub Co
• Publication date: 1992
• ISBN 10: 0787253502
• ISBN 13: 9780787253509
• Binding: Hardcover