In most retail stores, salespeople arrive at work with littleenthusiasm to sell. The truth is that retail selling can be alittle boring. It's up to owners and managers to provide the sparkand motivation that inspires people to excel, even when storetraffic is slow. One of the best ways to accomplish that is withselling games and contests. The Retailer's Complete Book ofSelling Games & Contests contains more than one hundredselling games and contests that any retailer can use to motivatetheir staff, improve their sales skills, and generate extra salesduring slow traffic periods.
Geared toward retailers of all industries and all sizes, fromsingle stores to mega chains, this book will appeal to those with avested interest in improving the performance of their salespeopleand driving sales higher.
When you inspire your sales team to improve their skills andoutsell each other, you'll boost your profits and outdo yourcompetition
No Thanks, I'm Just Looking gives anyone the inside scoopon how to skyrocket their selling career with a system ofeasy-to-learn practical money-making steps. By saving countlesshours of trial-and-error experience, readers will be able to focuson the things that really work. Considered to be retail guru HarryJ. Friedman's personal collection of proven selling techniques,No Thanks, I'm Just Looking includes all the tips andhumorous anecdotes that have made him retail's most sought-afterconsultant.
No Thanks, I'm Just Looking delivers the tricks of thetrade from an international retail authority.Author is the most heavily attended speaker on retail sellingand operational management in the worldThese groundbreaking high-performance training systems havebeen used by more than 500,000 retailers, from small independentsto the likes of Neiman Marcus, Cartier, Billabong, La-Z-Boy andGodiva, to routinely deliver more salesFriedman created the number one retail sales and managementsystem used by more retailers than any other system of its kind inthe world
Get proven techniques that will increase sales and elevate yourstaff to a high-performance sales team.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.