Schmooze to Diffuse
“I’m just looking.” That is the first objection
that you must often overcome. So what is the
best way to break down customer resistance?
Schmoozing.
Take some time to build a non-business relationship with your customer when opening the
sale. Remember your rules of engagement:
Opening lines should have nothing to do
with business.
Opening lines should be questions to
encourage conversation.
Opening lines should be unique, sincere of
different enough to start a conversation.
~Think customer service first. Business and financing come second.~
Schmooze – Worthy Topics
Make brief observations of your customers before engaging them. Just as you
should “dance according to the music played” with tone, pace, and body language,
you should also adapt what you say. Here are some examples of things you might
observe that can help you personalize your opening lines:
Personalized clothing
Holidays
Personalized clothing
Entertainment
Children
Entertainment
Compliments
Current Events
Sports
Advice/Opinions/
Recommendations
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