No thanks, I'm just looking: sales techniques for turning shoppers into buyers
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, NJ
Wiley
2012
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 226 S. Ill., graph. Darst. |
| ISBN: | 9781118153406 |
Internformat
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Datensatz im Suchindex
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| adam_text | Titel: No thanks, I m just looking!
Autor: Friedman, Harry J
Jahr: 2012
Contents
Foreword Richard Erbart 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
|
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| dewey-ones | 658 - General management |
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| dewey-sort | 3658.812 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Illustrated |
| indexdate | 2024-07-10T00:13:36Z |
| institution | BVB |
| isbn | 9781118153406 |
| language | English |
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| spelling | Friedman, Harry J. Verfasser aut No thanks, I'm just looking sales techniques for turning shoppers into buyers Harry J. Friedman Hoboken, NJ Wiley 2012 XIV, 226 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verkaufstechnik (DE-588)4129047-1 gnd rswk-swf Verkaufstechnik (DE-588)4129047-1 s DE-604 Erscheint auch als Online-Ausgabe 978-1-118-20960-8 Erscheint auch als Online-Ausgabe 978-1-118-20964-6 Erscheint auch als Online-Ausgabe 978-1-118-21653-8 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024753604&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Friedman, Harry J. No thanks, I'm just looking sales techniques for turning shoppers into buyers Verkaufstechnik (DE-588)4129047-1 gnd |
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| title | No thanks, I'm just looking sales techniques for turning shoppers into buyers |
| title_auth | No thanks, I'm just looking sales techniques for turning shoppers into buyers |
| title_exact_search | No thanks, I'm just looking sales techniques for turning shoppers into buyers |
| title_full | No thanks, I'm just looking sales techniques for turning shoppers into buyers Harry J. Friedman |
| title_fullStr | No thanks, I'm just looking sales techniques for turning shoppers into buyers Harry J. Friedman |
| title_full_unstemmed | No thanks, I'm just looking sales techniques for turning shoppers into buyers Harry J. Friedman |
| title_short | No thanks, I'm just looking |
| title_sort | no thanks i m just looking sales techniques for turning shoppers into buyers |
| title_sub | sales techniques for turning shoppers into buyers |
| topic | Verkaufstechnik (DE-588)4129047-1 gnd |
| topic_facet | Verkaufstechnik |
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