If a customer asks for a discount, cheer!

 

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TODAY'S TIP IS SPONSORED BY GOLDSTEIN DIAMONDS

YOUR TIP FOR OCTOBER 14, 2011


[h3]If a customer asks for a discount, cheer! [/h3]
WHY? It means he wants to buy the item.

HOW? Now that you've moved beyond the sales process, you need to navigate the negotiation phase. First, politely explain you don't discount (that should satisfy 50 percent of your bargainers). For those that are more insistent, offer them an alternative (like a higher margin item) or eventually back down and give them a small price break. It's better than no sale. At the next morning staff meeting, note what the biggest discount of the previous day was (no need to identify the person who gave it). Making the discount public can be a powerful way to rein in a discounting culture among staff.

SOURCE: David Brown, Edge Retail Academy. To get your staff up to speed for December, join the Edge Retail Academy series of staff sales webinars starting next week. This email address is being protected from spambots. You need JavaScript enabled to view it. to enroll today.
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