Page 17 - Representative Course Guide 10-18.pub - Publisher

+ROG WKLV During your visit, giving the customer something to hold helps them to focus on what you
are saying, not on a distraction. Use a pamphlet, a catalogue or a swatch book. Explain what they are looking at, and let
the discussion follow the shop owner’s natural curiosity. Again, ask questions – you’re not Ranger Ted conducting a tour
of the park.
%ULQJ D JLIW If it’s cheap but thoughtful, it works. Wrapped hard candies are great. Shampoo samples
are not. Extravagant gifts are showy and just raise suspicions. If the shop has just begun its business, or having a Grand
Re-Opening after a remodel, ask if you can help out with the day, perhaps welcoming people and providing little gifts for
visitors.
6KDUH \RXU VXFFHVVHV ZLWK \RXU WHDP What worked. What didn’t. Why?

If your focus is on the outcome (the sale), you will be disappointed in the result.
If your focus is on solving the customer’s problem, you will always be happy with the result.