By bobjanet on April 8, 2008
A man walked into the Fairbanks, Alaska, Nordstrom department store with two snow tires. He walked up to the counter, put the tires down and asked for his money back. The clerk, who’d been working there for two weeks, saw the price on the side of the tires, reached into the cash register and handed [...]
Posted in Develop Your Skill
By bobjanet on April 8, 2008
Frustrated sales clerk: “I am unable to sell our products because our prices are higher than the competition. Successful Sales Professional: Stop selling products and start selling VALUE” Unless you have a completely unique product to sell chances are you are selling the same products as your competition. OH, your product may be made better, [...]
Posted in Develop Your Skill
By bobjanet on April 8, 2008
Do you have Renowned Customer Service? Do your customers leave your store / take delivery of your products and think, “Wow, it is so nice to buy from this business!!” Is your business well known / famous for your customer service? Do your customers tell others about you? If not, you do not have renowned [...]
Posted in Develop Your Skill
By bobjanet on April 4, 2008
We all know the customer is the most important person in our business, but sometimes we forget that the second most important person in the business is any employee that comes in contact with our customers in anyway. Plus the employee that contacts the customer face-to-face, so to speak, is the person who represents the [...]
Posted in Develop Your Skill
By bobjanet on April 3, 2008
Years ago I was embarrassed in front of a customer because I did not remember his wife’s name. I should have remembered her name because they together had purchased electronics, furniture, appliances and tires from me for over 12 years. I vowed this would never happen again. Since I have a terrible memory I started [...]
Posted in Develop Your Skill
By bobjanet on April 3, 2008
When you can get the prospect to think that they cannot live without purchasing your product or get them to think that they will be much better off purchasing the product / service from you instead of your competition you will close the sale. Even if you are selling a product that is a necessity [...]
Posted in Develop Your Skill
By bobjanet on April 2, 2008
I was doing a five-day sales training program for a company located in a very small town in South Carolina. One of those small quaint towns with a population of just over ten thousand, one road through the town with only a half dozen traffic lights. I was lodging at the In Town Hotel. The [...]
Posted in Develop Your Skill
By bobjanet on April 2, 2008
As I have been traveling around the country speaking I continually hear, “Business is down. The market is changing. The customers are changing. It is not like it use to be. The economy is killing us. Being in business is much harder than it use to be.” Well let’s compare the past with today. As [...]
Posted in Develop Your Skill
