Presented By Danny Rocks
The world has changed.  And, thanks to the Internet, the shift of power means that the customer is in charge.  Use this to your advantage when building your Web presence.
Presented By Danny Rocks
Danny Rocks explains why this is a great time to build, refine or establish a new Web presence.  It's simply just not enough to build a Web site and wait for customers to find you.  You must develop your Web presence by engaging your customers on your Web site.  Show that you share their interests and invite them to return time and again. 
Presented By Kevin Cranley
It's easy to make assumptions about customers.  Sometimes we fail to address the real reason why a customer visits our store.  Establishing the customer’s purpose is an integral step in the “Participative Sales Process.”  Likewise, qualifying the customer’s needs is one of the most valuable skills for a salesperson to understand and practice.  When you are able to properly qualify your customer
Presented By George Hines
During this NAMM U session, master retailer George Hines of George’s Music shared his sales-warrior know-how by discussing opportunities that arise after the selling process. Hines called this the “sell after the sale” and stated, “It’s really about the long-term customer, not just a short-term event.” Discover his best practices—and what they could mean to your business.
Presented By Greg Billings
What happens when your customer says “No”?  Do you take this as a personal rejection?  It is not.
Presented By Greg Billings
Now that you have built rapport with your customer and have properly qualified their needs, it’s time to present options—your products and services—offer an irresistible choice and gently guide the customer to a decision.  In this session, Greg Billings will show you how to make your presentations dynamic, relevant and effective.  Topics include Getting Permission to Make a Presentation, Refini
Presented By Kevin Cranley
Customers will buy when they feel a sense of trust and connection. In order to establish trust with your customer, you begin by building rapport. This starts with the first interaction between your customers and your staff.
Presented By George Hines
George Hines, George's Music, Inc., leads a six-part series at the 2009 NAMM Show, entitled Participative Selling for Music Retailers - exploring key components of the sales process and providing a comprehensive overview of the skills needed for effective selling in a retail music store.
What are the warning signs that internal fraud or theft might be occurring at my store?  Every year, statistics are compiled about internal fraud and theft that happens in U.S. retail stores—and those statistics are startling:
How do I convince my bank to lend to me?  There’s an old saying, “The time to get a banker is when you don’t need one.”  That’s because most people wait until there’s a severe cash flow crisis before they contact a banker to obtain a much-needed loan. Unfortunately, a retailer's chances of getting a loan are greatly diminished if the store is unprofitable and losing money. But even the most pro

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