SOFT SELL VS. HARD SELL

An overly zealous salesperson can turn a customer off quickly and permanently. Here are a few tips for staying in control without becoming overly aggressive.

Focus your attention on making the sale.

Stay confident and relaxed. If you think you're losing the customer, don't react by becoming pushy. Accept the fact that once in a while you're going to lose a sale.

Gauge the time it takes your customer to absorb information and adjust to that pace. Don't look at your watch. Take your time.

Don't do all the talking. Listen for valuable insights into what your customer is looking for in a product.

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