April Gold Star Edition 1 | Page 6

Retail for Everyone! Your wide range of merchandise offers something for everyone. Even with great inventory and value on your side, you may still run into some customer resistance. As a salesperson, your job requires a lot of flexibility. You need to approach strangers, show that you like them, and get the to like you almost instantly so they enjoy their shopping experience. Not an easy task. It takes an understanding of human nature, different moods, and motivations for buying. If you’re going to break down their resistance and open the sale effectively, it helps to be flexible and observant. Be flexible by “dancing according to the music played” by your customer. Be observant, not to qualify your customer, but to understand your customer’s style and personality. Adjust your presentation accordingly. 6 Step Technique If you’re going to break down their resistance to close the sale effectively, follow this 6 Step Technique:  Listen to any concern or objection entirely  Acknowl edge concern or objection  Ask permission to continue  Ask “Do you like it?”  Conduct the Smoke-out  Ask about price “Opposition is a natural part of life.” Stephen Covey ~Just like lifting weights build physical muscle, overcoming objections builds selling skills.~ 5