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The Retail Sales Survival Series

Huddleston B: How to Handle "I'm Just
Looking" in Retail Sales

How to Handle "I'm Just Looking" in Retail Sales

The No-BS Playbook for Furniture, Jewelry, Electronics, and Appliance Salespeople

Most customers who walk out without buying are coming back. The only question is who they come back to.
On a retail floor, the second visit is where the sale usually happens. The customer goes home, measures the room, talks it over, and returns. When they do, they either ask for the salesperson who made it easy, or they start over with whoever is standing by the door. This book shows you how to make sure they ask for you.
Bruce Huddleston spent thirty-five years in the car business as a salesperson, finance manager, sales manager, and general manager. He has spent a lifetime on the other side of the counter too, and in all that time, not one salesperson ever told him to call them first. This book is the system he wishes every one of them had used.
Inside, you will learn:
<ul>
<li>The one request to make in the last five minutes of the first visit</li>
<li>How to give your business card a real job, so it gets kept instead of thrown away</li>
<li>The next-day call: what to say, what to bring, and how to follow up without becoming a pest</li>
<li>How to bring in the people who were not in the building when the decision is shared</li>
<li>What to do when a be-back walks in on your day off, and how to handle who gets the credit</li>
<li>The call after the purchase that almost nobody makes, and why it turns one buyer into three</li>
<li>How to build a customer bank that follows you from store to store</li>
</ul>
Written for furniture, appliance, mattress, electronics, jewelry, and car salespeople, commissioned or hourly. Built on real floor stories, with every chapter ending in one plain Rule you can use on your next shift.
Stop starting every shift at zero. Make the next be-back yours.

The No-BS Playbook for Follow-Up and the Second Visit

How to Turn Be-Backs into Buyers in Sales

The customer decides about you before you say hello. Make those ten seconds count.
Before you take one step toward a customer, they are already deciding. Are you going to help them or work them? Are you safe to talk to? Will you be straight with them?
They answer those questions in about ten seconds. Everything you say after that either rides that impression or fights uphill against it.
The Ten-Second Rule in Retail Sales is a practical guide to winning the first ten seconds and the few minutes that follow. It works on any retail floor, from furniture and appliances to electronics, jewelry, and apparel, on commission or by the hour.
Bruce Huddleston spent thirty-five years in automotive sales, from the floor to the general manager's office, and a lifetime on the other side of the counter as a customer. This book draws on both, with real stories of sales won and lost before a word was spoken.
Inside, you will learn:
<ul>
<li>What customers read in you before you speak</li>
<li>The three decisions every customer makes in the first ten seconds</li>
<li>How to approach and greet without pressure</li>
<li>The opening lines that shut the door, and the greeting that opens it</li>
<li>Why the person you ignore usually makes the decision</li>
<li>How prejudging costs you sales</li>
<li>How to give customers room without disappearing</li>
<li>How to reset a first impression that went wrong</li>
<li>Checklists for every shift, plus a chapter for store managers</li>
</ul>
Every chapter ends with The Rule, one line to remember when nothing else sticks.
The bar is on the floor. Most customers expect to be ignored, followed, or sized up. A calm, professional greeting sets you apart.
Ten seconds to make them stay. Five minutes to make them yours.
Book 3 of the Retail Sales Survival Series.

The No-BS Playbook for Retail Salespeople

THE TEN-SECOND RULE IN RETAIL SALES

The No-BS Playbook for Furniture, Mattress, and Appliance Salespeople

The Complete Furniture and Appliance Sales Survival Guide

<div>The fast-track MBA in sales Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself. In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson. Quick to read and intensely practical, this book will bring a little sales genius into your day. 'Fascinating insights that explode some of the myths around sales, sales management and sales strategy' Phil Jesson, Academy for Chief Executives 'What a great read... An insightful look at the world of sales' Anthony Stears, The Telephone Assassin 'As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter' Andrew Docker, Andrew Docker Associates</div>

40 Insights From the Science of Selling

Sales Genius

How to Handle "I'm Just Looking" in Retail Sales

Autres titres de la collection: The Retail Sales Survival Series

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