Relationship Selling in Retail

Relationship Selling in Retail

RELATIONSHIP SELLING Relationship selling can be defined as a selling process which focuses on long term satisfaction and repeat business maintenance for both parties (seller and buyer). This selling philosophy is in total contrast with one shot sales blitz and other fast-buck selling tactics….

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Successful Selling in 10 Steps

SUCCESSFUL SELLING IN 10 STEPS Offer Alternatives Honestly Describe the Pros and Cons of Each Alternative Handle Objections in a Non-Defensive and Non-Argumentative Manner Get the Customer Involved Consider the Customer’s Psychological and Functional Needs Ask Open-Ended Questions Give the Customer Lots of Air…

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Planning for Successful Retail

Planning for Successful Retail

Statement of Direction There are many ways you can describe the direction of your retail business to your employees. The important thing is to have well thought out, meaningful and written statements which describe the major areas of business activities to give solid direction…

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Setup to Win

Setup to Win

Setting Expectations & Setting People Up to Win Make sure your new hires know what is expected of them. Here’s why… (The following is a short story to illustrate.) In a store that is part of a large international retail chain, I recently witnessed something…

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Focus on Results

Focus on Results

Great results do not just happen. Highly Successful Retail Managers (HSRMs) know that there is a direct correlation between hard work and great results. They understand that there is a need to work smart as well, but nothing replaces hard work. And they know…

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