CUSTOMER: “I’ll take three pair – anything to save mone y.” (Leaving store.) “Nice salespeople in this store. They are really helpful.” CLERK: “The customers certainly are spending more money these days!” You must use words to train the other person in how to sell, as well as to train yourself in what to say and do. You will find the other person will learn more quickly and wish greater ease if you show first the wrong way of making a given sale and then the right way. Since these skits were presented at Macy’s, they have been given before several retail groups elsewhere, and the results have always been the same – the salespeople went away from each meeting laughing, yet with a much keener idea of the value their words and selling methods have in making people buy. Remember the principle: A sales presentation is nothing more than a series of “Tested Sentences” arranged in chronological order.
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