The document provides tips for salespeople on how to successfully close sales at their store. It recommends greeting customers immediately upon entering, spending 3 minutes getting to know them, and explaining the benefits of rent-to-own programs such as no deposit or credit needed. Salespeople should give product tours highlighting 3 features and benefits of each item and present pre-leased merchandise as a good value. It concludes by advising staff on how to directly ask for the sale and overcome common objections from customers.

1. Creating Customers ‘ Winning on the Sales Floor’ Dustin Faulkner Divisional Sales Manager - Western Operations

2. What’s Our GOAL for Today? Where’s our GAP for the month? How important is our goal board? Weekly Customer Delivery Goals 20 Customer D’s – Minimum 30 Customer D’s – Standard 40 Customer D’s - Goal ?

3. Greet the Customer! ‘Welcome to ?…How are you today!’ STOP! What you’re doing when your customer walks through the door and ‘Greet’ them as your walking through the showroom to meet them! This is the most important step to successfully closing your sales! The customer is the ONLY thing that matters right now! 3 Minutes! You want to spend the next 3 minutes with your customer! These 3 minutes are critical! This is where you set the tone for the rest of this sale! Introduce yourself! ‘You only get 1 chance to make a first impression!’ Ice Breakers: 1) How do you like this weather? 2) Wait till you see our ‘Hot’ items of the day! 3) How did you hear about ? 4) Did you see news this morning? 5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now! 7) Are you Familiar with ? 8) Have you been to a ? before?

4. Why ? is a great way to own! Now is your opportunity to let your customer know why ? is a great way to own incredible name brand products! Explain the 12 month Program They can own our name brand products in as little as 12 months! We also offer 18 and 24 month programs based on their needs! How do we derive at cash & carry price, power packages, ect. ? Explain the Low Price Guarantee Aaron’s gives you a low price guarantee. This means that if you find identical products that we carry advertised either retail or lease total cost to own we will meet or beat that price or give the customer $100! The ‘Aaron’s Benefits’ to the customer: * No deposit or processing fee’s! * Early payout!/90 days same as cash! * No Credit Needed! * Service the entire time your leasing! * Absolutely NO hidden charges! * Free Delivery and Set up!

6. * Pre-Leased Merchandise * Selling ‘Pre-leased’… - vs - …Selling ‘Savings’? How do you present/display your pre-leased? Starbursts - Balloons - Today’s Special? Creating ‘Packages’ to create more value? Create a greater value to the customer! Is my ‘Pre-leased’ product on my floor priced right? Pre-Leased Price Chart! Computer Pricing?

7. “ Closing the Sale is Easy! At this point your customer should be as excited as you are about the product they want or need for their home! Let’s ‘Close the Sale!’ Asking for the Sale: A) ‘Your right Miss Smith, that’s a great picture on the 55”! What day did you want that delivered?’ B) ‘Yes, I have the washer in white! Do you want me to type that up Monthly or Semi-Monthly? Over Coming Objections: A) ‘You need to talk to your wife…I’ve got a better idea! Let’s surprise her! B) ‘You don’t get paid until Friday…Not a problem! I’ll get everything ready and my GM will arrange for a COD on delivery for Friday!’ C) ‘Your not sure that’s the screen size you want?...Let’s try it out! Remember, there’s no long term obligation! Try it before you buy it! Re-Close: After over coming objections If you feel your losing the sale at ANY point - TO(Turn Over) the customer!