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No Thanks, I'm Just Looking: Sales Techniques for Turning Shoppers into Buyers |  |
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No Thanks, I'm Just Looking: Sales Techniques for Turning Shoppers into Buyers | |
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 worldThese 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 salesFriedman 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.
作者简介HARRY J. FRIEDMAN, founder and CEO of The Friedman Group, is an inter??national retail authority, consultant, and the most heavily attended speaker on retail sellingand operational management in the world today. More than 500,000 retailers have used his groundbreaking high-performance sales andmanagement training systems, includingNeiman 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 enoughof Harry!
目录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
网友对No Thanks, I'm Just Looking: Sales Techniques for Turning Shoppers into Buyers的评论
I have been in sales all my life and now own six retail stores, when I read the book for the first time, I found that it really matches what we are supposed to do on the sales floor.
I read a lot of sales books in the past, this one has the particularity to focus more in Retail sales which I really enjoyed.
It really describes how to sell from the start to the closing with a lot of differents anecdotes.
I then bought 14 copies and gave it to all our sales rep. , all employees enjoyed the book as it really talks about their position.
A must for all retailers.
At last a book that is so practical to implement easy to follow strategies - and yes they really work - Harry makes reading each section lighthearted and informative - you can't wait to try out some of the recommendations. The only reason I didn't give it 5 stars was that it is written for American Culture and a few things certainly would not work with Australians.
Even if you only put one thing into practice you are still way ahead on sales - I have improved my sales from mostly one item to multiple sales. And I never use a traditional sales pitch - just chit chat and next thing the customer is loading stuff up on the counter.
I believe it is a MUST for every salesperson and I am going to make it mandatory for my staff to read the book.
I purchased this book to have sitting around at work for my crew to read. Great book, has definitely helped fill some holes in salesmanship with a few of my guys. If you're a good salesman and know what you're doing already it might all be old hat with just a few new tricks but if you're just getting into a sales job and want to make a decent commission check this is certainly worth your investment
Very good ideas for retail establishments. Many ideas would work better for places such as furniture stores or jewelry stores that have more one-on-one customer interactions, but some ideas are good for any retail location.
Down to earth, straight talk about the art of salesmanship. Tips and key highlights and the end of each chapter work well as teaching aids for sharing the information. New to the industry and finding it very helpful.
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