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.~
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