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Page 58 JANUARY 2018 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

continued...

This transaction will lead to a trustful

relationship built on respect.

Occasionally, you will encounter the obnoxious

"I have money/credit card" Junior John. Enjoy

your controlled performance, inflate their egos

and take their money!

The world is complex, and while most consumers

will demonstrate some of the traits of these above described characters, you can probably

add your favorites or new ones to the list.

What is important is that you recognize the

process that leads to keeping customers and

closing the sale. The process is:

• LOOK FOR SIGNALS

• ASSESS WHEN TO REPLY

• RESPOND WITH THE RIGHT

APPROACH & WORDS

• CLOSE THE SALE

• KEEP THE CUSTOMER

WHEN TO REPLY

The hardest part about

selling is listening.�

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