Columnists Brad Huisken

Brad Huisken

Retaining Customers

I don’t know if you realize it, but there is a major controversy between to retail schools of thought. One thought is that price is king and customer loyalty is dead. The other thought is customer loyalty is alive and well, professionalism in many organizations is what is dead. I believe the second is true, that customer loyalty is alive and well.

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It’s the little things!

In the current retail environment I truly believe that customer service has gotten so bad that our customers have actually learned to expect lousy customer service.  ...

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It’s all about people!

Finding great people has never been as big of an issue as it is today. The day of operating a jewelry store with clerks is long gone. It is the day of the jewelry sales p...

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13 questions to consider for self-improvement!

This issue I thought I would share with you something I published several years ago. Many people still have these questions hanging on the wall in their offices and think...

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Make 2014 your best year ever!

Last year is gone. Some of you are glad to see it go, others may have had their best year ever, or maybe you broke even. It really doesn’t matter. The past is behind us...

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Sales Contests

 

Sales contests are a means by which you can increase sales and/or profits while at the same time making the job fun for your salespeople.   Salespeople overall are v...

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You hate it – but you have to do it!

Most people hate to role-play.   However, as professional salespeople you have to do it.   Athletes have to practice, lawyers run mock trials, doctors work on cadav...

My staff doesn’t seem motivated!

So you think that your staff doesn’t seem motivated. You don’t see them prospecting, making phone calls, enthusiastically helping customers, and generally aren’t do...

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The Be-Back Bus isn’t coming back

Last month we started to discuss the process of handling objections. Objections should be recognized when a customer says something like, “I need to think it over,” ...

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