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How to Avoid Just Looking!: And Other Ways to Increase Your Retail Sales [Paperback]

Terry Kennon
5.0 out of 5 stars  See all reviews (1 customer review)
Price: CDN$ 17.42 & FREE Shipping on orders over CDN$ 25. Details
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Book Description

Feb. 2 2006
This is a no-nonsense guide that increases your retail sales closing rate. It shows how to virtually eliminate the common "Just looking!" objection. It explains a proven six-step program to closing a retail sale. The six steps take the mystery out of sales. Customer psychology, sales slumps, competition, be-backs, customer pick ups and floor preparation are all explained. It's written for sales people so it is easy to read, humorous, and to the point.

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Most helpful customer reviews
5.0 out of 5 stars extremely helpful book. April 28 2006
For you sales veterans who have either said or thought of saying " I've forgotten more about sales than So and So will ever know"! This book is for you! It will probably remind you of what you have forgotten.
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Amazon.com: 4.0 out of 5 stars  15 reviews
13 of 14 people found the following review helpful
5.0 out of 5 stars Better than i expected April 14 2007
By angelrats - Published on Amazon.com
I had actually been planning on letting go of an employee the week this book arrived. She was letting easy sales go and making many other numerous mistakes in dealing with our bridal customers. The day after the book came, I accidentally left it in our break room when I was called to the sales floor. My employee found it and began reading it. She asked if I would let her take it home to finish reading it and I am so glad I did. In a few days, she became one of my best sales people and is still with my company.

The book is a suprisingly easy read, with simple suggestions that make all the difference in the world. I have since ordered a second copy and reading it is now part of our new employee orientation.
12 of 15 people found the following review helpful
2.0 out of 5 stars Not for everyone Sept. 11 2007
By Michael S. Johnson - Published on Amazon.com
This book is only helpful to those involved in selling furniture...or perhaps automobiles. This book certainly does not apply to apparel retail.

The book itself is a breakdown of one man's experience in the furniture retail business into easy to digest steps.

If you are looking for a book on selling something else such as apparel I recommend Retail Selling Ain't Brain Surgery...It's twice as hard.
4 of 4 people found the following review helpful
5.0 out of 5 stars More than just a book. April 10 2006
By Jack Star - Published on Amazon.com
I had the fortune of using this book for over 5 years to make my mark in the retail furniture business. I can honestly say it is not just a book, but a total way of approaching retail sales. I would not use any other method of retails sales. I found it opens the door to quick customer relationships and keeps them coming back to buy. It gets you involved with their needs immediatly rather than waisting time you don't have. This little book helped me generate the income I needed to be successful in retail. Mr. Kennon has a clear and concise message that works.
6 of 7 people found the following review helpful
5.0 out of 5 stars Great "nuts & bolts" approach to sales! March 13 2006
By David - Published on Amazon.com
Great sales book by Terry Kennon - not the purely theoretical, motivational stuff here. Instead, you have an experienced pro walk you through sales situations from initial contact to the close. Its like you are standing next to him as he shows you how to "draw in" the initially reluctant customer (and understand the interpersonal dynamics on the way to closing the sale). Very practical, useful techniques - things you can make use of in your very next sale.
3 of 3 people found the following review helpful
5.0 out of 5 stars The 'magic key' of sales March 2 2006
By Brian - Published on Amazon.com
This book by Terry Kennon puts the magic key(s) of sales into a very straight forward 6 step process. Fun and entertaining stories are sprinkled throughout to reinforce each point. This is a great read for the professional sales person. Even if you are not in sales you will thouroughly enjoy the stories. If you ever bought or sold anything person to person (which probably includes all of us), this book by Terry Kennon will make your day (and probably more).
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