This record-setting Breakfast Session left attendees inspired and motivated to breathe new life into their businesses as hosts Alan Friedman and Danny Rocks served up "25 Ideas for Improv...
This record-setting Breakfast Session left attendees inspired and motivated to breathe new life into their businesses as hosts Alan Friedman and Danny Rocks served up "25 Ideas for Improv...
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 t...
Master retailer George Hines of George’s Music shared his sales-warrior know-how at The NAMM Show by discussing opportunities that arise after the selling process. Hines called this the “...
What happens when your customer says “No”? Do you take this as a personal rejection? It is not. Rather, it is an opportunity for you to understand the reason for the objection. Your cu...
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...
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 be...
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 p...
The goal of using the phone should be to build relationships with your customers in order to bring them into your store. One of the top two ways that customers assess the value of your c...
It is important to let your customers know that you are as concerned about them after the sale as you were before the sale. Assure them that you really do care about them since they have...
People buy from people who meet their expectations. People refer others to those who exceed their expectations and are trusted individuals. Treat your customers very, very well. Servin...
When you ask for the sale, there are times when you will uncover objections that will lead the customer to answer “No” when you ask them to buy. Objections are an opportunity to clarify i...