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The Retail Sales Bible: The Great Book of G.R.E.A.T. Selling
Rick Segel and Matthew Hudson, PhD have simplified the retail selling process into a user-friendly book filled with concepts that are memorable, easy to master, easy to use and will become a part of the salesperson’s persona almost immediately. In this book you will learn • The G.R.E.A.T. Selling System, which is an acronym for the 5 stages of selling • Greeting, Researching, Experimenting, Add-ons and Tethering a customer to the store • Ways to increase every sales associate’s ATS, Average Transaction Size • Ways to increase every sales associate’s UTS, Units Per Transaction • The greatest opening line ever written with proven results • The four words that increase a retailer’s sales by 4 to 7 percent almost immediately • The five most powerful words that will engage the customer in conversation, learn the customer’s true wants and needs and can establish trust instantly
186 pages, Paperback
First published May 4, 2011
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March 29, 2016
I didn't have much in the way of expectations going into this book -- my employers gave it to me to read as part of my job training, but didn't keep track of when I read it. It's telling that I didn't need to read it until after I'd finished my probationary period and been entrusted with keys, opening privileges, and other duties beyond that of simple sales associate. Most of the content is pretty self-explanatory, and is what you'll begin to do by simply observing senior sales personnel and by using common sense and basic social skills.
However, the book does place all of this information in a nice framework and even gives a few suggestions here or there that are novel or things I hadn't thought about. So for the short time it takes to read (a few commutes on public transit), I would say it has value, especially for those working in specialty retailers. The writing is a little cheesy, but very straightforward and easy to read and remember, so I guess it accomplishes its goals. Certainly less boring than a textbook, and not at all a bad way of getting a sales team on the same page. So, on the whole, pretty decent.
However, the book does place all of this information in a nice framework and even gives a few suggestions here or there that are novel or things I hadn't thought about. So for the short time it takes to read (a few commutes on public transit), I would say it has value, especially for those working in specialty retailers. The writing is a little cheesy, but very straightforward and easy to read and remember, so I guess it accomplishes its goals. Certainly less boring than a textbook, and not at all a bad way of getting a sales team on the same page. So, on the whole, pretty decent.
Displaying 1 of 1 review