{"product_id":"no-thanks-im-just-looking-isbn-9781118153406","title":"No Thanks, I'm Just Looking","description":"\u003cp\u003e\u003cb\u003eSecrets of the trade from the master of retail selling and sales training\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNo Thanks, I'm Just Looking\u003c\/i\u003e gives anyone the inside scoop on how to skyrocket their selling career with a system of easy-to-learn practical money-making steps. By saving countless hours of trial-and-error experience, readers will be able to focus on the things that really work. Considered to be retail guru Harry J. Friedman's personal collection of proven selling techniques, \u003ci\u003eNo Thanks, I'm Just Looking\u003c\/i\u003e includes all the tips and humorous anecdotes that have made him retail's most sought-after consultant.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNo Thanks, I'm Just Looking\u003c\/i\u003e delivers the tricks of the trade from an international retail authority.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAuthor is the most heavily attended speaker on retail selling and operational management in the world\u003c\/li\u003e \u003cli\u003eThese groundbreaking high-performance training systems have been used by more than 500,000 retailers, from small independents to the likes of Neiman Marcus, Cartier, Billabong, La-Z-Boy and Godiva, to routinely deliver more sales\u003c\/li\u003e \u003cli\u003eFriedman created the number one retail sales and management system used by more retailers than any other system of its kind in the world\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eGet proven techniques that will increase sales and elevate your staff to a high-performance sales team.\u003c\/p\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  \u003cp\u003e\u003cb\u003eHARRY J. FRIEDMAN,\u003c\/b\u003e founder and CEO of The Friedman Group, is an international retail authority, consultant, and the most heavily attended speaker on retail selling and operational management in the world today. More than 500,000 retailers have used his groundbreaking high-performance sales and management training systems, including Neiman Marcus, Cartier, Hallmark, La-Z-Boy, Billabong, and Godiva. One of retail’s true thought leaders, his vision and unique ability to see what’s right and wrong on a retail floor—and how to fix it—have made him a sometimes controversial but always passionate friend to the world of retail. You just can’t get enough of Harry!   \u003c\/p\u003e\u003cp\u003eNo matter what you sell in your store,\u003cb\u003e \u003c\/b\u003ethe real key to moving your product is \u003ci\u003eyou,\u003c\/i\u003e the salesperson. When customers face the same product choices in your store as they do down the street, the connection you build with them can create a powerful—and profitable—difference. Your ability to communicate with customers, get them to open up, and satisfy their needs determines your success. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eNo Thanks, I’m Just Looking\u003c\/i\u003e gives you the inside scoop on how to skyrocket your selling career with a system of easy-to-learn, practical moneymaking steps. Retail guru Harry J. Friedman has compiled his personal collection of proven selling techniques and tips, along with many of the often humorous real-life stories that have made him retail’s most sought-after consultant. By saving countless hours of trial-and-error experience, you’ll be able to focus on the things that really work, especially in this highly competitive market where Internet savvy customers are better informed than ever before. \u003c\/p\u003e\u003cp\u003eDevelop non-pushy people skills that will boost your income and make your job more fun with Harry’s tricks of the trade: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e \u003cb\u003eHow to get past “I’m just looking” and other defensive shields to engage your customers in comfortable conversation that opens the door to more sales\u003c\/b\u003e\n\u003c\/li\u003e \u003cli\u003e\u003cb\u003eMust-ask questions that develop trust and expose hidden sales opportunities\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eHow to present merchandise with the eloquence and emotion that results in “I’ll take it!”\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eThe unique step that many salespeople miss that can easily increase add-on sales\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eHow to handle stalls and objections and comfortably close the sale—today!\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eMastering the fine art of building referrals, repeat business, and customers for life \u003c\/b\u003e\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eThe difference between clerks who just \u003ci\u003eprocess\u003c\/i\u003e sales and sales professionals who \u003ci\u003ecreate \u003c\/i\u003esales can be worth millions. Whether you’re an individual salesperson, manager, or owner of hundreds of stores, Harry’s insights will make this book your “retail bible” and make your sales soar.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989693251813,"sku":"NP9781118153406","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118153406.jpg?v=1761785129","url":"https:\/\/k12savings.com\/es\/products\/no-thanks-im-just-looking-isbn-9781118153406","provider":"K12savings","version":"1.0","type":"link"}