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...
Customers have earned the right to be asked to buy if the Sales Associate has done a proper job of assessing their needs and meeting their requirements.
Respect for the Customer
Failure t...
Suggesting product is the process of you presenting the possible solutions for your customer to make a buying decision. The proper interaction here can greatly facilitate the buying proce...
One of the most valuable skills for you to develop and practice is the ability to qualify needs. Your ability to properly qualify the customer's needs shows that you understand your cust...
Establishing purpose is an easy step that is sometimes overlooked. People have many reasons to visit a retail store, and sometimes Sales Associates make assumptions that impede their abi...
Building Rapport is the process of establishing trust between you and your customer. People buy from people when they feel a sense of trust and connection. Your job is to connect with cu...
This is the customer's first contact, both with the store and with an individual Sales Associate. There should be an initial greeting to acknowledge that the customer has entered the sto...
Why have a selling method? Using a selling method ensures consistency in delivering quality sales and service to the consumer. As in any profession, the ability to deliver excellence is...
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 sto...
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 c...
Watch this video for an easy lesson on creating a budget and steering your music store toward profitability and success.
What's the best way to establish a budget for my store? The word ...