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The Retail Doctor's Blog

Attract, Close & Delight Your Customers

Stop Trying To Speedily Close The Sale. Slow Down When Selling Retail Or You’re Toast

Bob Phibbs

Steve was a very good salesman.

He had enthusiasm; he had product knowledge, and he had a swagger to his presentations.  

He wanted to help as many people as possible  - to get ‘em in and quickly get ‘em out when closing a sale, so he could then go onto the next customer.

About half the shoppers who encountered him thought he was fun and a bit outrageous.

But he had a finite time he’d given himself to wait on someone. If the customer wanted to bond a bit and enjoy his company...dicey.

Once their allotted time was up, Steve would try to close the sale before the customer had been convinced of the worth of the item with some of those awful closing techniques.

Remember these 60’s closing techniques?

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Topics: Retail Sales Training, selling, closing techniques, close the sale

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