The Best Salespeople Don’t Sound Like Salespeople
You can usually tell when someone has gone into “sales mode”. Their tone changes. The questions become more polished. The enthusiasm gets turned up. Every answer somehow becomes “a great choice”. And the customer notices. That is the problem. Most people do not mind being sold to. They mind feeling handled. There is a difference. […]
The Awkward Moment Your Staff Are Avoiding Is Hurting Your Business
Think about the last time you went to a restaurant, finished your meal, and nobody offered you dessert. Happens all the time. And it’s not because the restaurant doesn’t have dessert. It’s because the staff felt a little awkward about offering it. You didn’t ask for it. They didn’t want to seem pushy. So they […]
Your Best Store Might Not Be Your Best Store
I’ve had this conversation more times than I can count. A client comes to me and says, “Look, we’ve got a real problem at this location. But that one over there is fine, we’re not worried about that one.” We run the evaluations. And more often than not, they’ve got it the wrong way around. […]