Attentive Selling Equals Good Security

Not long ago, I met a former armed robber at a jewelry convention in the United Kingdom. During a lecture about the techniques he used to steal from fine-jewelry stores, he observed that it was often so easy nobody was aware of it until after he'd left. For me, this was a chance of a lifetime to have him role-play me through a sale and see where I was vulnerable to being robbed. It turned out the sales techniques I routinely teach are also good security techniques. By being attentive, I created too much risk for the robber. These techniques, outlined below, will help you avoid being an easy target. Greet the customer as soon as he or she enters the store. Make eye contact. If the customer says he's just browsing, don't follow him—that could intimidate a real customer—but don't allow yourself to be brushed off. A thief wants privacy to operate, and simple, friendly con

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