Greet for Success

What's in a greeting? A great deal for retailers concerned with productivity. Effective greetings create opportunities for relaxed conversations with customers. Ineffective greetings that elicit a “No thank you” drive customers away while leaving sales associates unaware of how their actions contributed to a lost sale. Here are some important questions to consider: Do your sales associates greet visitors to your store in ways that avoid “I'm just looking” or “No thank you” responses? Can the sales associates read the body language of visitors and adjust their greeting accordingly? Are your greetings for new and repeat customers equally successful? If you answered no to any of these, you have an opportunity to improve productivity—the rate at which you convert visitors into paying clients. I recently heard a store v

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