Sie sind bereits eingeloggt. Klicken Sie auf 2. tolino select Abo, um fortzufahren.
Bitte loggen Sie sich zunächst in Ihr Kundenkonto ein oder registrieren Sie sich bei bücher.de, um das eBook-Abo tolino select nutzen zu können.
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…mehr
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.
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
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
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
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
Es gelten unsere Allgemeinen Geschäftsbedingungen: www.buecher.de/agb
Impressum
www.buecher.de ist ein Internetauftritt der buecher.de internetstores GmbH
Geschäftsführung: Monica Sawhney | Roland Kölbl | Günter Hilger
Sitz der Gesellschaft: Batheyer Straße 115 - 117, 58099 Hagen
Postanschrift: Bürgermeister-Wegele-Str. 12, 86167 Augsburg
Amtsgericht Hagen HRB 13257
Steuernummer: 321/neu
