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Search Results - Sections, Tips on Selling

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Build your sales strategy on a solid foundation of virtuous values.

Tips on Selling
The virtues that business leaders should use to inform their sales strategy right now

SUE BARRETT explains how sales performance and management can be improved by implementing a new strategy that is driven by three key values of trustworthiness, co-operation, and gratitude. Read more »
Too high, too low, or just right – it’s time to assess your product pricing.

Tips on Selling
Is the price really right? Consider these seven key factors when setting your prices

Many retailers default to the ‘cost-plus’ pricing strategy – but it’s not the only way to determine what you can charge for your stock, explains DAVID BROWN. Read more »

News
Best of Tips on Selling: how jewellery retailers can sell more in 2021

Following a year like no other, the world hopes 2021 will get back to some form of normalcy, whatever that may look like. Jewellery retailers and the wider jewellery industry are still assessing how best to operate in a COVID-world. Read more »

Tips on Selling
Your December trading starts now

December is a critical month for retailers – and even more so this year given the disruption of COVID-19. With four weeks to go, now is the perfect time to assess your store’s readiness – particularly if you have been closed or limited trading, writes DAVID BROWN. Read more »
Failing to keep appointments and ignoring calls are sure signs of a PWOT.

Tips on Selling
Stop talking to PWOTs and use your sales time effectively

The art of maximising sales centres on weeding out those customers who are a PWOTs – a ‘potential waste of time’ – and instead identifying the shoppers who actually want to buy from you, writes BRIAN JEFFREY. Read more »

Business
Why repeat sales are so important – and how you can increase them

One of the most cost-effective ways to improve your business is to focus on repeat sales. RICHARD SHAPIRO explains how to keep customers coming back to your store. Read more »
Identifying and rewarding your best customer service employees is critical.

Tips on Selling
Are you making the most of your customer service superstars?

For some employees, providing outstanding customer service comes naturally – and their talents can be used to enhance your whole team, writes JEANNIE WALTERS. Read more »
There is no room for excuses when it comes to sales performance

Tips on Selling
The key behaviours salespeople and sales leaders need to prioritise

To achieve the best results, all sales staff need to reinforce the behaviours we learn in childhood – responsibility and accountability, writes BERNADETTE MCCLELLAND. Read more »
Get your Christmas strategy in place now

Tips on Selling
Getting on track for the Christmas rush

Retailers should have already started preparing for Christmas, the year’s busiest buying period. DAVID BROWN shares his essential steps to take before the holiday season begins to set your business up for success. Read more »

Tips on Selling
Promoting accessibility and inclusion for all

The benefits for businesses that cater to customers with disabilities are numerous. RHONDA GALLAGHER explores the simple processes retailers can initiate to address the different needs of all shoppers. Read more »
The new product is customer experience

Tips on Selling
Forget the 4P's of marketing - meet the 4E's

Extraordinary times call for adaptive retailing solutions. CHRIS PETERSEN reveals the new paradigm for selling in the omnichannel age – and how you can maximise your results by shifting to a different service framework. Read more »
Solving a customers’ problem is key

Tips on Selling
Fall in love with customers' pain points

A sure-fire way to succeed in business is to create a solution to an existing problem. To do this, businesses must thoroughly understand their customer's pain points. MICHAEL HINSHAW reports. Read more »
Put your resources into loyal shoppers.

Tips on Selling
Are all customers truly created equal?

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. Read more »
Certain tactics nibble away at profits

Tips on Selling
Retailers must beware of the nibbler

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. Read more »

Tips on Selling
The future of sales leadership

RYAN ESTIS shares the key factors in creating a high-growth sales strategy and keeping up momentum from two leading lights of progressive management. Read more »

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