Columnists

Columnists

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,” “I need to shop around,” “I’ll be back,” etc. When a customers gives an objection, they are telling you they are not convinced.  This tells you that something is going on in the sales presentation. The primary reason a sale is made is based on trust and value; therefore, a sale is lost due to a lack of trust, value or both. The reasons for the lack of trust and/or value are numerous. Every selling situation is different.

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Aging inventory - Tired store

Aging inventories can burden even the most prosperous store.   Merchandise that doesn’t sell must be insured. There are also storage costs, taxes and the fact that y...

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Think carefully before purchasing that next inventory item

By the time you read this we will be getting into the second half of the calendar year and on the downhill run towards December. Many of you will be starting to think abo...

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24 Karat Corner - News and Views from the 24 Karat Club Southeastern U.S. What in the world is a “cashier’s” check?

My nephew is a bright kid.   He can type over 100 words a minute just by using his thumbs!   And, he often calls me for advice.   Yesterday, he called me with an...

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Are you in the zone?

Elite athletes often describe clicking into a zone - such as a runner’s high - where they’re operating at peak performance. In this heightened state of intense focus ...

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Modern Day Selling: Fishing for Sales article 3: Are you using the right equipment?

In last month’s article we discussed the importance of finding the right location, or hot spot, when it comes to fishing and sales. As we move forward this month I am g...

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Let’s have a party - Instead of a sale!

Let’s turn the party music up, break out the food and drink and have some fun, shall we?   That is what many of your customers are waiting for you to do!   It see...

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Modern Day Selling: Fishing for sales: Finding the hot spots

In last month’s article I shared with you the concepts of successful fishing and how it relates to the sales floor. There are three important things that you will need ...

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Health for Wealth - Promote your peak performance

Living in the zone. Operating at peak performance. When we’re healthy we’re like a finely tuned engine, turbo-charged.   Running at peak performance is a no-braine...

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