Page 0052

Page 52 JANUARY 2018 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

continued...

A sure closer would be phrased like this. "Mr.

Important Irving, this is made of the finest material

available. In fact, this is the only jacket of

this high quality and unique design that our

store received. It certainly does compliment

your physique. I will have our tailor ... "Be sure

your tailor also is clued in and approaches with

a slight bowing motion and says, "Mr Important

Irving,

y o u r

p h y s i q u e

was made

for this

jacket. Let

me just adjust

it here. I

will do it

immediately

if you like."

And if you want to keep Mr. Important Irving

as a repeat customer, be sure when he is leaving

the premises he overhears you saying to all,

"That Mr. Important Irving just purchased that

magnificent, unique jacket everyone admired."

Career Cathy

Today, more and more of your customers are

career oriented. A Career Cathy knows it is

important to "look the part" so you can spot

Career Cathies in their neat business attire

and fashion designer clothes. Career Cathies

are usually looking for prompt, competent

and efficient service. They hate not being

recognized as "management" or executives.

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