What happens when your customer says “No”? Do you take this as a personal rejection? It is not. Rather, it is an opportunity for you to understand the reason for the objection. Your cu...
Now that you have built rapport with your customer and have properly qualified their needs, it’s time to present options—your products and services—offer an irresistible choice and gently...
Customers will buy when they feel a sense of trust and connection. In order to establish trust with your customer, you begin by building rapport. This starts with the first interaction be...
George Hines, George's Music, Inc., leads a six-part series at the 2009 NAMM Show, entitled Participative Selling for Music Retailers - exploring key components of the sales process and p...
The goal of using the phone should be to build relationships with your customers in order to bring them into your store. One of the top two ways that customers assess the value of your c...
It is important to let your customers know that you are as concerned about them after the sale as you were before the sale. Assure them that you really do care about them since they have...
People buy from people who meet their expectations. People refer others to those who exceed their expectations and are trusted individuals. Treat your customers very, very well. Servin...
When you ask for the sale, there are times when you will uncover objections that will lead the customer to answer “No” when you ask them to buy. Objections are an opportunity to clarify i...
Customers have earned the right to be asked to buy if the Sales Associate has done a proper job of assessing their needs and meeting their requirements.
Respect for the Customer
Failure t...
Suggesting product is the process of you presenting the possible solutions for your customer to make a buying decision. The proper interaction here can greatly facilitate the buying proce...
One of the most valuable skills for you to develop and practice is the ability to qualify needs. Your ability to properly qualify the customer's needs shows that you understand your cust...
Establishing purpose is an easy step that is sometimes overlooked. People have many reasons to visit a retail store, and sometimes Sales Associates make assumptions that impede their abi...
