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Chapter 1 Getting Your Act Together before You Take It to the Selling Floor 1
The Not-So-Fun Stuff 4
Customer Service Points 5
The Four Occupations of the Professional Retail Salesperson 19
The Daily Precheck 24
Hot Tips and Key Insights 31
Chapter 2 Opening the Sale 33
People Behave Reactively 35
Causing a Negative Reaction from the Beginning 36
The Primary Goal of Opening the Sale Is to Get
Past Resistance 37
Opening Lines 3... MORE
HARRY J. FRIEDMAN, founder and CEO of The Friedman Group, is an inter??national retail authority, consultant, and the most heavily attended speaker on retail sellingand operational management in the world today. More than 500,000 retailers have used his groundbreaking high-performance sales andmanagement training systems, includingNeiman Marcus, Cartier, Hallmark, La-Z-Boy,Billabong, and Godiva. One of retail's true thought leaders, his vision and unique ability to see what's right and wrong on a retail floor?and how to fix it?have made him a sometimes controversial but always passionate friend to the world of retail. You just can't get enoughof Harry!