How to Make Rock n' Roll Retail Employees

I teach one — close. When the time is right, simply smile and say to your prospect, "Well (customer's name), I wouldn't be doing my job if I didn't ask if you'd like to take this home with you today?" I challenge you to find a more direct, nonabrasive, nonthreatening close than that. Have your staff try this technique for one full day and see if your salespeople aren't more comfortable asking for the sale and, subsequently, close more of them.