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Selling Skills: Is the Need to Be Right Crippling Your Retail Sales?

I was exiting the Albany Airport parking lot, returning from a great weekend of retail sales training, when I noticed the three EZ pass exit lanes were closed, so I had to go to a cashier.

I drove up, put my ticket in the automated machine and the EZ pass light didn’t light up. The guy in the booth said, $36.00. I replied, “What about my EZ pass?”

A girl in the booth behind him piped up, “You don’t have one.”

As I reached to get it I said, “That’s ridiculous, of course…” But she cut me off. “Then you don’t have any money in it.” That really pissed me off ‘cause I knew Continue reading Selling Skills: Is the Need to Be Right Crippling Your Retail Sales? »

7 Things You Must Do To Develop and Train Teenage Employees

Yesterday I shared an important story on the teenage mind, how there are two different neural and psychological systems that interact to turn children into adults. Over the past generation, the developmental timing of these two systems has changed and researchers have discovered that experience is what shapes the brain, not schooling.

As long as they are given real responsibilities with a mentor, teenagers are able to mitigate the effects of the onset of puberty at a younger age and go on to become successful adults.

I interviewed Scott Reed, who has owned his successful Chick-Fil-A franchise for 23 years in Marietta, GA for this post. His restaurant is known across town for its immaculate interior and manicured exterior. Scott’s outlook about who he hires and where he focuses his training time provides clues for any retailer working with teenagers. Continue reading 7 Things You Must Do To Develop and Train Teenage Employees »

Teenagers Have Changed: Here’s What It Will Take For Them To Succeed In Retail

In the Wall Street Journal article, What’s Wrong With the Teenage Mind? Alison Gopnik takes an in-depth look at two trends affecting the maturation of teenagers.

She has found puberty is kicking in earlier and earlier, and that teenagers are taking on adult roles later and later.

She says in part, “In the past, to become a good gatherer or hunter, cook or caregiver, you would actually practice gathering, hunting, cooking and taking care of children all through middle childhood and early adolescence.

But you’d do all that under expert adult supervision and in the protected world of childhood, where you would have experienced the impact of your inevitable failures and learned from them.” Continue reading Teenagers Have Changed: Here’s What It Will Take For Them To Succeed In Retail »

Retail Consultant Sales Training Lessons [Case Study]

As a retail consultant, I partner with clients to increase conversions, attract more customers and become more profitable. In this series of blogs, I’m sharing several case studies from some of the largest brands to some of the smallest mom and pops with lessons on your physical location, merchandising, branding, targeted marketing and of course, retail sales training – all of which you can use in your stores. This time I’m sharing how we used intense retail sales training to increase sales by over twenty percent in three to six months.

The challenge

A company that had used me as their “go-to guy” for sales training at their large quarterly meetings was looking to provide additional training for their independent dealers to help them standout from their competition.

The situation

The independent dealers, who had committed tens of thousands of dollars to upgrade each of their store interiors, wanted to get a higher return on their investment. Continue reading Retail Consultant Sales Training Lessons [Case Study] »