16/08/2019
• David Brown
When it comes to dealing with different types of customers, DAVID BROWN reveals the surprising shopper category where retailers should be expending most of their energy, in order to get the best returns.
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15/08/2019
• Brian Jeffrey
Some customers will chip away at your profits while you unwittingly chase the sale. BRIAN JEFFREY offers a simple way to stop the nibblers in their tracks, protect your bottom line and retain your product’s value.
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15/08/2019
• Ryan Estis
RYAN ESTIS shares the key factors in creating a high-growth sales strategy and keeping up momentum from two leading lights of progressive management.
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27/07/2019
• William Comcowich • Contributor
There’s an easy way to enrich your digital content – utilising compelling statistics will help you to earn credibility with readers and make your message stick in their minds. WILLIAM COMCOWICH explains how.
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27/07/2019
• Thomas Young
When it comes to setting your prices, the process is more science than art – and knowing how to price products correctly will have a significant impact on a store’s bottom line. THOMAS YOUNG reports.
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27/07/2019
• Steven Van Belleghem
Brands are striving relentlessly to improve the customer experience with big data and new digital technologies. STEVEN VAN BELLEGHEM peers into the crystal ball and predicts how shopping will evolve even further in the years ahead.
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09/07/2019
• Barry Urquhart
It’s not enough for a business to offer customer service – it should be customer-centric from the top down. BARRY URQUHART explores how corporate culture must evolve to put customer-service skills first.
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09/07/2019
• Gretchen Gordon
Sales managers often fall into one of two roles: marshmallow or meanie pants. GRETCHEN GORDON reveals how to avoid this trap by never losing sight of the main goal – getting the absolute best out of employees.
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06/06/2019
• Jeremy Miller
In any approach to sales, there are two inevitable hurdles: the price conversation and customer rejection. The way to deal with both these challenges is with timing, confidence and resilience, writes JEREMY MILLER.
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06/06/2019
• Francesca Nicasio
Keeping customers engaged can be a struggle for retailers but there are strategies that can help. FRANCESCA NICASIO reports.
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11/05/2019
• Sue Barrett
The key skills and insights of the salesperson aren’t just limited to the shop floor; they can also help you navigate tricky social situations and uncertain interactions outside of work, writes SUE BARRETT.
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11/05/2019
• Brian Jeffrey
It’s surprisingly easy to lose a sale. From inadequate communication to bad timing, BRIAN JEFFREY explores the common pitfalls, oversights and mistakes sellers make when interacting with prospective clients.
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11/05/2019
• Chris Petersen
The internet of things can offer insights into what customers really care about. CHRIS PETERSEN reveals how retailers can leverage this emerging technology sector for a more effective selling strategy.
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10/04/2019
• Megan Breinig
Aligning with a charity was once a great way to promote product – but is no longer enough to impress customers. MEGAN BRENIG discusses how brands can overcome consumer scepticism about cause marketing.
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10/04/2019
• Barry Urquhart
It’s the oldest trick in the book – retailers who lower their prices will increase their sales. The concept seems simple enough, but BARRY URQUHART questions whether it works, and if it’s really worth it.
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