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Synopsis

The retail salesperson can sell more by using creative selling methods to present product benefits, overcome objections, and close the sale, but they also face other challenges and opportunities. Determining customer needs is difficult when the customer can just walk away. Building a base of repeat business is tough when the customer initiates most transactions. The store surroundings can help—or hinder—the salesperson’s efforts.

All of these challenges can be overcome, however, and the salesperson can increase sales by applying some common sense, no-pressure selling tactics.

“Retail Up-Selling” explains how to increase the size of each customer’s order without using hard-sell methods.

“Creating An Effective Retail Sales Environment” helps the store owner or manager see what the customer experiences when they come through the door.

“Should Retail Art Gallery Prices Be Negotiable?” is a case study that applies to retail sellers in all markets.

“Selling Intangibles In The Automotive Aftermarket” is a case study about linking profitable items like service to retail purchases.

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