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 Keys to the Kingdom of retail sales negotiating. Before any Sales Professional (SP) attempts to use these Keys she need to both understand and Read more…
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 buying!” When you dig into those superficial excuses, you touch the real reason so many people avoid and leave the sales world – the Read more…
A 2014 Psychology Today article highlighted sociologist Arnout van de Rijt’s experiments at the State University of New York to determine the validity of the adage “success breeds success.” Based on the experiment’s results, van de Rijt described what he called a “winning cascade” phenomenon: “two individuals can be equally Read more…
Every few years a new sales methodology breaks through as the next big thing. While these breakthroughs are exciting for the sales-information industry and those sales professionals who successfully implement them, these innovations are dedicated to those professionals in the business to business (B2B) realm. Sales professionals in the retail Read more…