Don’t Touch the Balls

Customer Freedom is Customer Loyalty A sign in a sporting good store asking folks, “Please don’t play with the balls,” is like having one at Costco telling people not to touch the food samples. It doesn’t make any sense to try and keep shoppers from handling a product they might end up buying. Same goes with any products you keep under lock and key. Usually … Continue reading Don’t Touch the Balls

Hoosiers Layup or Tomahawk Jam?

 Best to Stick With the Basics When I was an in-the-trenches retailer, I attended countless trainings on pretty much any topic you can imagine. But I’m not going to lie, training didn’t always feel productive. In fact, I often left wondering why we were always harping on “best business practices” when really what I needed to know was how to handle the one-off stuff. Like, rather … Continue reading Hoosiers Layup or Tomahawk Jam?

Train Like a Classroom Teacher

The 7 Steps of Quality Retail Training Before I worked in specialty retail, I was a classroom educator. Straight out of the military I took a job as a non-credentialed physical education teacher. I lined kids up like they were in basic training and had them shout a call-and-response while I guided them through stretches and calisthenics. They loved it, I loved it, but the … Continue reading Train Like a Classroom Teacher

Your Goal is Not to Sell

Your Goal is Not to Sell – It’s to Connect “Stop selling stuff.” That’s what I tell retailers looking for a new, innovative way to approach the day. None think I am serious, but I am. I usually end up having to repeat myself. “No really,” I say. “Stop selling stuff. Just stop.” But my words are so far out in left field that folks … Continue reading Your Goal is Not to Sell