- Publisher: Kendall Hunt Pub Co (November 1992)
- Language: English
- ISBN-10: 0787253502
- ISBN-13: 978-0787253509
- Product Dimensions: 1 x 6.5 x 9.5 inches
- Shipping Weight: 1.4 pounds
- Average Customer Review: 19 customer reviews
- Amazon Best Sellers Rank: #2,053,620 in Books (See Top 100 in Books)
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No Thanks, I'm Just Looking: Professional Retail Sales Techniques for Turning Shoppers into Buyers
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There's no such thing as a "born salesperson." Just like there's no such thing as a "born doctor" or a "born lawyer." Retail selling is a technology that has to be learned like anything else - if you want to be good at it. And Harry J.Friedman is very good at it. Someone once said, "Harry is the kind of guy who would sell someone a kickstand and then a $3,000 bicycle to go on top of it. "What makes him and his book on retail selling so unique is his uncanny ability to turn shoppers into buyers, and teach others how to do the same. "No Thanks, I'm Just Looking" will give you the inside scoop on how to skyrocket your career with a system of practical money-making steps that are easy to learn and fun to use. No theoretical mumbojumbo or outdated 1940s methodologies. Unlike most sales trainers who are obsessed with handling objections and tricky closing techniques, Harry concentrates more on "front-end selling." He'll show you how to get past customer resistance - that "I don't like you and I don't trust you" defensive shield that customers are seemingly born with. And he'll show you how to probe more effectively so you can find out exactly what your customers want so that all you have to do is deliver it. The essence of front-end selling is having your customers say "I'11 take it" before you ever have to ask "Will you buy it?" The fun really begins, however, when you learn his unique version of the trial close - how to routinely add on additional merchandise, while you're closing the sale on the main item. This will put you in control of the sale and set you up for the final step which will reduce returns, build referrals and increase your repeat business. This book will save you countless hours of trial and error experience and allow you to focus on the things that really work. It will become your retail bible as you read it over and over. And each time you do, you'll turn up another batch of gems that just keep making you money.
Top customer reviews
* Walk the floor or lot... KNOW what you have on hand... Is it in stock and if not how long will it take to get it?
* Acknowledge a Customer... * I always judge a salesman's ability by if they give me a nod and greeting... Do you make yourself known by letting people know you are glad to see them?
* Develp your opening. Refine it.. Constantly tweak it... Don't be a dummy that asks "Can I help you?" and then get the response that is this book's title. Learn to have an opening that will start the ball rollling.
* When your customers are talking, they are buying. LISTEN to their ideas and not just their words.
** I could go on, but let's make this short and sweet. Either you want to improve your selling skills or you dont. If you do, learn the lessons in this book.
The tips in here apply to any type of selling.