Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 38

Some salesmen make the serious and costly mistake of assuming that every customer will be exacting and hard to sell, and that a large percentage of them enter the store with no real intention of buying. The really able salesman knows that this is not true. Under present conditions the woman who enters a furniture store or department may be presumed to have an active interest in furniture. When you have found her real needs and offered her something that satisfies them, there in an excellent chance that she will be ready to buy. If so, take the order at once. Don't make the tactical blunder of showing additional merchandise, or of completing all the steps necessary to close a difficult sale. Many salesmen talk themselves out of a sale by suggesting unnecessary alternatives. In other words, prepare carefully and intelligently for the order, expect it, and take it at the first opportunity.