The Retail Doctor's Guide to Growing Your Business: A Step-by-Step Approach to Quickly Diagnose, Treat, and Cure by Bob Phibbs

Author:Bob Phibbs [Phibbs, Bob]
Language: eng
Format: mobi, pdf
ISBN: 9780470636480
Publisher: Wiley
Published: 2010-05-05T14:00:00+00:00

Okay, so let’s review the Five Parts to a Successful Sale.

The Greeting

• Welcome customers like they’re coming to your home.

• Use the right words: “Good morning, good afternoon, or good evening.”

• Have a positive, friendly attitude.

• Greet them within 15 seconds, but do give them some time to enter.

• Use a prop to defeat the Hell Zone.

• Offer a Store Tour where appropriate.

Windows of Contact

• Find something that you can talk to them about and build rapport, trust, and the sale. That’s the window.

• Share something honest about yourself. Blow this, and you’re going to get objection after objection at the end—because your customer simply won’t trust you.

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