Just before I opened my first record store, my dad and I took a trip east to visit his family in Baltimore. He was one of 12 brothers and sisters so we were quite a large family. We gathered Sunday afternoon at one of my uncle’s houses to catch up on the latest news and gossip. Since I wasRead more…
sales
“Ya gots to make a profit!”
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How does a sales funnel work?
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What is a product?
My definition of a product is anything that a business produces and receives payment for. Some products are tangible which means we can hold or touch them. In general these products have a shelf life. At some point we will use them up or wear them out. One great example is a computer or cellRead more…
Building relationships with your customers
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Attributes of a Great Salesperson
Most people can learn the skills necessary to become a great salesperson. The main ones that come to mind are product and customer knowledge, building a complete sales toolkit, and having a network of contacts. But not everyone has the attributes to be truly successful.
If you made a list ofRead more…
The magic of sales
How does a sales funnel work?
The concept of the sales funnel has been around for a long time. A funnel is easy to visualize. In sales, the concept is you put a lot of leads in the top and the sales come out the bottom. However, the sales funnel is really just a process, and before you have one for sales, you must have oneRead more…
Building relationships with your customers
In the early 1990s I received a call from the CEO of Borders Books wanting to talk about adding a small section of classical music to its stores. He believed that by adding music customers would increase the amount of time they spent in Borders stores. I immediately suggested that I pay him aRead more…
Getting your inventory right
Managing inventory is an important subject for most businesses. If you sell a physical product to someone, then you’ll have inventory. Some business has only one or just a few products, while other business may have thousands. But no matter how many products you sell, managing your inventoryRead more…
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