How to Turn Be-Backs into Buyers in Sales

Most customers who walk out without buying are coming back. The only question is who they come back to.

On a retail floor, the second visit is where the sale usually happens. The customer goes home, measures the room, talks it over, and returns. When they do, they either ask for the salesperson who made it easy, or they start over with whoever is standing by the door. This book shows you how to make sure they ask for you.

Bruce Huddleston spent thirty-five years in the car business as a salesperson, finance manager, sales manager, and general manager. He has spent a lifetime on the other side of the counter too, and in all that time, not one salesperson ever told him to call them first. This book is the system he wishes every one of them had used.

Inside, you will learn:

• The one request to make in the last five minutes of the first visit
• How to give your business card a real job, so it gets kept instead of thrown away
• The next-day call: what to say, what to bring, and how to follow up without becoming a pest
• How to bring in the people who were not in the building when the decision is shared
• What to do when a be-back walks in on your day off, and how to handle who gets the credit
• The call after the purchase that almost nobody makes, and why it turns one buyer into three
• How to build a customer bank that follows you from store to store

Written for furniture, appliance, mattress, electronics, jewelry, and car salespeople, commissioned or hourly. Built on real floor stories, with every chapter ending in one plain Rule you can use on your next shift.

Stop starting every shift at zero. Make the next be-back yours.