No Thanks, I'M JUST LOOKING! SALES TECHNIQUES FOR TURNING SHOPPERS INTO BUYERS -- Contents -- Foreword -- Acknowledgments -- Introduction -- Chapter 1 Getting Your Act Together before You Take It to the Selling Floor -- The Not-So-Fun Stuff -- Customer Service Points -- The Four Occupations of the Professional Retail Salesperson -- The Daily Precheck -- Hot Tips and Key Insights -- Chapter 2 Opening the Sale -- People Behave Reactively -- Causing a Negative Reaction from the Beginning -- The Primary Goal of Opening the Sale Is to Get Past Resistance -- Opening Lines -- Opening Moves -- Getting into Business: The Transition -- Working Two Customers at Once -- How Have You Been Opening? -- Hot Tips and Key Insights -- Chapter 3 Probing -- Opening as Many Doors as Possible -- Knowledge Is Power -- Probing Questions -- QAS -- Logical Sequence -- Logical Sequence Guide Chart -- Switching-Or Selling What You Have First! -- Hot Tips and Key Insights -- Chapter 4 The Demonstration -- The Demonstration Follows What You Learned in Probing -- Selling the Value That the Customer Wants -- Creating the Desire for Ownership -- Covering All the Bases -- The Ultimate Demonstration Tool -- Avoiding the Comparison Trap -- The Expert Kills the Deal -- Hot Tips and Key Insights -- Chapter 5 The Trial Close (Otherwise Known as the Assumptive Add-On Close) -- The Dreaded Close -- Adding On -- Constructing a Trial Close -- Hot Tips and Key Insights -- Chapter 6 Handling Objections -- The Trial of Trial and Error -- Why Objections Occur -- Work with the Customer -- The Smoke-Out -- Handling the Price Objection -- Hot Tips and Key Insights -- Chapter 7 Closing the Sale -- Intent Is Everything -- Getting Started -- Basic Closing Techniques -- Handling Requests for Discounts -- Turning Over the Sale -- Buying Signals -- Hot Tips and Key Insights.

Chapter 8 Confirmations and Invitations -- Buyer's Remorse -- The Confirmation: Cementing the Sale -- The Invitation: Requesting Another Visit -- Building Personal Trade -- Hot Tips and Key Insights -- Final Thoughts -- Appendix: Retail Training Resources -- About the Author -- Index.