November 28, 2017
Keys to the Kingdom

Keys to the Kingdom

In Part 1 of this two-part series, I described the the Rules and Realities of the retail sales environment. In this post I will present the […]
November 20, 2017
Negotiating

The Price is Right

In many retail sales environments, you, as a Sales Professional (SP), will find yourself negotiating price. The industry has conditioned customers to believe the listed prices […]
August 25, 2017
so what

Don’t Let Them Say “So What?”

So What? In the mind of the customer and in the world of the retail salespeople, these two words can be either the most dreaded or […]
March 30, 2017
the word No

The Power of the word NO!

People have so many reasons for not getting into and/or getting out of the Sales Profession: “Economy is bad”, “No security in commission sales”, “Nobody is […]
March 20, 2017

Book Review: So, You’re New to Sales

Every sales trainer, manager and sales professional in my age group spent some time studying the works of Tom Hopkins and Zig Ziglar. A few of […]