Author Archives: bobjanet
You Do Not Drown By Going Under Water. You Drown By Staying Under Water
When the economy is slow, customers are not walking in your front door or telephoning, you must increase your marketing, which will increase your sales & profits. And you must lower your cost. All you have to do is use … Continue reading
The # 1 Most Important Word In Selling
For decades the most important words in marketing have been 1.Free 2.Sale 3.Guarantee Want to get someone’s attention in an advertisement? Show them the words Free or Sale. Want to increase your closing rate? Increase the value of your Guarantee. … Continue reading
A Recession Is A Terrible Thing To Waste
There are two good times to take advantage of your competition. 1.When business is good. – – It is easier to make a good time better than a bad time good. 2.During a recession is a great time to increase … Continue reading
The 4 Things Every Staff Member Can Do To Increase Sales And Profits
The staff member that contacts the customer face-to-face, so to speak, is the person who represents the business in the customers mind. If that representation is not a great experience for the customer, the business suffers. Yes the contact with … Continue reading
Shooting Fish In A Barrel
My friend Bill Tucker, President of the Florida Building Material Association, recently wrote in his associations publication (e-BLUEPRINT): The members of one of our business round tables were discussing how to increase sales, when one of them commented on the … Continue reading
How You Must Be Like The Wise Old German Shepherd
One day a wise old German Shepherd starts chasing rabbits and before long, unexpectedly discovers things are not going as he expected as he is lost. But he was not overly concerned because this wise old German Shepherd had been … Continue reading
Good Customer Service Is Not Good Enough Anymore
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 … Continue reading
The Customer Is Always Right. Even When They Are Positively Wrong
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 … Continue reading
People Shop Price. They Buy Value
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 … Continue reading
Don’t Make The Cutback Mistake
Before the Civil War, Edmund McIlhenny operated a sugar plantation and a saltworks on Avery Island, Louisiana. Yankee troops invaded the area in 1863 and McIlheey had to flee. When he returned in 1865 his sugar fields and saltworks were … Continue reading