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 Once -- How 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 Insights -- Chapter 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 Remorse -- The 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.

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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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.