IB BOOKS

Issue No. 43 - October/November 2008

Don’t stuff up the retail sale

by Pamela Brombal

In the current retail environment closing a sale can be a tough ask. Consumers are more aware than ever before and are selective on what products and where they spend their cash.

Renowned Australian sales trainer, Wendy Berry, with co-author Jo-Anne Cole have released Don’t Stuff Up the Retail Sale – a guide to helping sales people improve their chances of getting sales over the line. “Customers usually aren’t experts on products they come in to buy, and if they cant find someone to tell them, they’ll take the course of least resistance and leave,” says Wendy.

“This is not an optimal means of making money at the best of times, and in a weak economy, its suicidal.

“Now consider how it feels to deal with a salesperson who actually knows what they are talking about, who takes the trouble to find out what customers need and goes about showing products that address those needs.”

Focusing on proven strategies and techniques aimed at training and u...

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