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Teach associates the "Right Hand Rule".
WHY? It's a stealth method by which another salesperson can support and reinforce a customer's preference for a certain product. Such confirmation can help move a sale a big step closer towards its conclusion.
HOW? Once a customer has narrowed his focus to two products, ask a lot of questions. The more you ask, the more likely the customer is to start leaning toward one item (even if he still thinks he’s undecided). Both items are on top of the counter on a counter pad. Make sure the item you feel is the client's favorite is on your right-hand side. Finally, call in one of your team members and ask her which item she likes for that customer. Your team member should then respond as to why she thinks your customer will love the item on the right side.
SOURCE: Shane Decker
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Get more great sales advice from Shane Decker, one of this year's "Monsters of Sales", at The SMART Jewelry Show. |
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