10 Retail Sales Bad Habits to Break (And How)
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8. Failing to close
Problem: Some sales associates present the value of a product without a closing statement, resulting in an awkward silence. The natural reaction is to fill the silence with a data dump, a communication breakdown that can kill a sale.
Solution: At the end of the benefit presentation, employing soft closing statements such as "How does that sound?" or "We will set that up for you today as well, sound good?" can take the shopper to the finish line. You'll either receive a "yes" from your prospect, a clarifying question you can answer to close the sale or an objection you can overcome. Avoid the awkward silence and guide the shopper to the close.
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Kevin Cundiff
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