Synopses & Reviews
No matter what you sell in your store, the real key to moving your product is you, the salesperson. When customers face the same product choices in your store as they do down the street, the connection you build with them can create a powerfuland profitabledifference. Your ability to communicate with customers, get them to open up, and satisfy their needs determines your success.
No Thanks, I'm Just Looking gives youthe inside scoop on how to skyrocket your selling career with a system of easy-to-learn, practical moneymaking steps. Retail guru Harry J. Friedman has compiled his personal collection of proven selling techniques and tips, along with many of the often humorous real-life stories that have made him retail's most sought-after consultant. By saving countless hours of trial-and-error experience, you'll be able to focus on the things that really work, especially in this highly competitive market where Internet savvy customers are better informed than ever before.
Develop non-pushy people skills that will boost your income and make your job more fun with Harry's tricks of the trade:
How to get past "I'm just looking" and other defensive shields to engage your customers in comfortable conversation that opens the door to more sales
Must-ask questions that develop trust and expose hidden sales opportunities
How to present merchandise with theeloquence and emotion that results in"I'll take it!"
The unique step that many salespeople miss that can easily increase add-on sales
How to handle stalls and objections and comfortably close the saletoday!
Mastering the fine art of building referrals, repeat business, and customers for life
The difference between clerks who just process sales and sales professionals who create sales can be worth millions. Whether you're an individual salesperson, manager, or owner of hundreds of stores, Harry's insights will make this book your "retail bible" and make your sales soar.
Synopsis
No Thanks, I’m Just Looking will give readers the inside scoop on how to skyrocket their selling career with a system of practical money-making steps that are easy to learn. By saving countless hours of trial-and-error experience, readers will be able to focus on the things that really work.
Considered to be the author’s personal collection of proven selling techniques for today's retail sales floor, No Thanks, I’m Just Looking includes are all the tips and humorous anecdotes that have made him retail's most sought-after consultant.
Synopsis
Secrets of the trade from the master of retail selling and sales trainingNo 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.
Synopsis
Praise for No Thanks, I'm Just Looking
"It's what everyone's after: a formula for being successful and having fun at the same time. Harry has a very engaging way ofilluminating the path to high-performance selling. This book is a must-read for retail managers and salespeople who want to experience the thrill of thriving in a well-run store where salespeople serve customers expertly, and shoppers buy, with pleasure."Lynn Garner VP, Training & Development, David's Bridal
"I'd recommend this book to anyone in retail.Unless you're one of my competitors."Howard D. FinemanOwner, Ashley Furniture HomeStore, Jacksonville, Florida
"BrandSource was so excited with the information in Harry's book,that we had The Friedman Group create a customized version of his sales training system just for us. At the time, our market was experiencing a boom and business was good. With the economic change, our retailersneed his sales skills now more than ever, and they've given us acompetitive edge that is allowing us to thrive despite the economy."Bob LawrenceCEO, AVB/BrandSource
"There's no other book of its kind for retail salespeople. We've ordered over 2,000 of them. Harry's book reads like acan't-put-it-down novel and will cause any retail salesperson toincrease their add-ons and close a lot more sales."Evan Hackel Former VP, Carpet One
"No Thanks confirms Harry as the foremost authority in retail selling. Great insight, practical suggestions, and entertaining. We make this book a mandatory read for our entire sales staff. Thank you, Harry!"Russ Diamond President, Snyder Diamond
About the Author
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 floorand how to fix ithave made him a sometimes controversial but always passionate friend to the world of retail. You just can't get enoughof Harry!
Table of Contents
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