Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 28

Table of Contents

When you start toward the display floor with a customer who has asked for a particular article, you have—or should have—five objectives:

1. To close a sale, if possible, for an article of the best quality warranted by the customer's needs and means.

2. To sell any additional merchandise in which you can arouse an interest.

3. To make the sale in such a way that the merchandise will stay sold, and the customer will become a loyal business friend.

4. To secure and record any information as to the customer's home and tastes that may lead to possible future sales.

5. To do these things without wasting time so that you may get another customer and repeat the process.

In order to attain these objectives you must gain the confidence of the buyer, and here your success will depend upon what happens in the first 5 minutes. It is during these crucial minutes that the customer forms the impressions which so often lead her either to bestow her confidence or withhold it.