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Spending too much time behind the showcase? Don't!
WHY? According to Shane Decker, one of the best ways to put your customer at ease and begin a relationship is to approach him from the same side of the showcase that he is on. It takes you out of a power position and puts you in friendly territory that creates trust.
HOW? When you near the close of your presentation, there are a variety of methods you can use to get on the client's side of the counter. No matter which you choose, be sure that when you get there, you have all the tools you need. It’s not good to have to walk back around the counter to get something else. Look organized.
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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