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Back in the 80’s when I was creating my own retail sales training techniques, I heard a sales trainer say that as soon as the customer is in front of you, you should be trying to close the sale.
Funny, in a time when customers had more time, retail salespeople were encouraged to quickly get them closed and back out of the store.
It was believed that volume was the most important factor back then, and the way to success was by getting as many customers checked out as possible.
This pushy sales technique has been showcased in any movie about a car salesman, electronics salesman, or bad realtor. Such overemphasis on closing techniques has been proven ineffective and those salesmen often missed valuable add-on sales.