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Identify the need of the customer and what exactly he is looking for. Make good rapport with the customer to make him feel that you can be good intermidiary on how the needs can be best served. Explain the background of the company and services with specific emphasis on product quality, timely delivery and after sales services. Encourage the customer to start the business prospect with minimum volume to get a first hand impression of the product quality and services. Even after the customer has returned, make courtesy follow up calls.
Walk in customers have needs that is why they walked in your door.inorder to build a relationship with these customers you must first understand their needs and attend to it.that is called relational selling,once the relationship is built you can count on customers coming back again and again.
try to be a consultant and give the best possible solutions and advise.
Just show them the benifits and quality things from others.
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