{"product_id":"no-thanks-im-just-looking-9781118153406","title":"No Thanks Im Just Looking","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eSecrets of the trade from the master of retail selling and sales training    No Thanks, I'm Just Looking gives anyone the inside scoop on how to skyrocket their selling career with a system of easy-to-learn practical money-making steps.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword Richard Erhart x\u003c\/p\u003e \u003cp\u003eAcknowledgments xii\u003c\/p\u003e \u003cp\u003eIntroduction xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Getting Your Act Together before You Take It to the Selling Floor 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Not-So-Fun Stuff 4\u003c\/p\u003e \u003cp\u003eCustomer Service Points 5\u003c\/p\u003e \u003cp\u003eThe Four Occupations of the Professional Retail Salesperson 19\u003c\/p\u003e \u003cp\u003eThe Daily Precheck 24\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 31\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Opening the Sale 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePeople Behave Reactively 35\u003c\/p\u003e \u003cp\u003eCausing a Negative Reaction from the Beginning 36\u003c\/p\u003e \u003cp\u003eThe Primary Goal of Opening the Sale Is to Get Past Resistance 37\u003c\/p\u003e \u003cp\u003eOpening Lines 37\u003c\/p\u003e \u003cp\u003eOpening Moves 41\u003c\/p\u003e \u003cp\u003eGetting into Business: The Transition 44\u003c\/p\u003e \u003cp\u003eWorking Two Customers at Once 52\u003c\/p\u003e \u003cp\u003eHow Have You Been Opening? 54\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 54\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Probing 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOpening as Many Doors as Possible 61\u003c\/p\u003e \u003cp\u003eKnowledge Is Power 62\u003c\/p\u003e \u003cp\u003eProbing Questions 66\u003c\/p\u003e \u003cp\u003eQAS 73\u003c\/p\u003e \u003cp\u003eLogical Sequence 74\u003c\/p\u003e \u003cp\u003eLogical Sequence Guide Chart 78\u003c\/p\u003e \u003cp\u003eSwitching—Or Selling What You Have First! 78\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Demonstration 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Demonstration Follows What You Learned in Probing 87\u003c\/p\u003e \u003cp\u003eSelling the Value That the Customer Wants 90\u003c\/p\u003e \u003cp\u003eCreating the Desire for Ownership 94\u003c\/p\u003e \u003cp\u003eCovering All the Bases 97\u003c\/p\u003e \u003cp\u003eThe Ultimate Demonstration Tool 101\u003c\/p\u003e \u003cp\u003eAvoiding the Comparison Trap 109\u003c\/p\u003e \u003cp\u003eThe Expert Kills the Deal 112\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 115\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 The Trial Close (Otherwise Known as the Assumptive Add-On Close) 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Dreaded Close 121\u003c\/p\u003e \u003cp\u003eAdding On 125\u003c\/p\u003e \u003cp\u003eConstructing a Trial Close 131\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 136\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Handling Objections 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Trial of Trial and Error 141\u003c\/p\u003e \u003cp\u003eWhy Objections Occur 143\u003c\/p\u003e \u003cp\u003eWork with the Customer 146\u003c\/p\u003e \u003cp\u003eThe Smoke-Out 150\u003c\/p\u003e \u003cp\u003eHandling the Price Objection 153\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Closing the Sale 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntent Is Everything 163\u003c\/p\u003e \u003cp\u003eGetting Started 164\u003c\/p\u003e \u003cp\u003eBasic Closing Techniques 166\u003c\/p\u003e \u003cp\u003eHandling Requests for Discounts 175\u003c\/p\u003e \u003cp\u003eTurning Over the Sale 178\u003c\/p\u003e \u003cp\u003eBuying Signals 182\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Confirmations and Invitations 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuyer’s Remorse 189\u003c\/p\u003e \u003cp\u003eThe Confirmation: Cementing the Sale 192\u003c\/p\u003e \u003cp\u003eThe Invitation: Requesting Another Visit 194\u003c\/p\u003e \u003cp\u003eBuilding Personal Trade 200\u003c\/p\u003e \u003cp\u003eHot Tips and Key Insights 206\u003c\/p\u003e \u003cp\u003eFinal Thoughts 209\u003c\/p\u003e \u003cp\u003eAppendix: Retail Training Resources 211\u003c\/p\u003e \u003cp\u003eAbout the Author 217\u003c\/p\u003e \u003cp\u003eIndex 219\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406837031255,"sku":"9781118153406","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781118153406.jpg?v=1730497289","url":"https:\/\/bookcurl.com\/products\/no-thanks-im-just-looking-9781118153406","provider":"Book Curl","version":"1.0","type":"link"}