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

Doing it Right

6 Attributes of the Best Salespeople Folks who work in specialty tend to eschew the moniker of salesperson. Many managers even re-title the staff to hide the truth. They call themselves specialists or experts, professionals or associates. Apple’s no stranger to such retail smoke and mirrors—their employees are deemed geniuses. Sheesh. Sort of pretentious, but pretty genius, too. Gulp. But make no mistake, every last one … Continue reading Doing it Right

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

Things and Feelings: Retail Innovation

The traditional model of brick and mortar is taking a beating from well-executed e-commerce. This comes as no surprise. You saw it coming. Probably even lost sleep about its eventual arrival. Well, here it is. So stop complaining and get used to it. The internet is (at least partially) responsible for a decrease in sales and for the lack of customers through the door. Still, … Continue reading Things and Feelings: Retail Innovation