“You saved $36 today!” exclaimed the clerk at JC Penny’s. “Gee, that’s great!” I replied. “I spent $31 and saved $36! What a deal!” These days, corporate retailers love to tell me how much I saved while shopping at their store: They tell me when I buy groceries, and when I buy hardware. I was … Continue reading Negotiate, Don't Haggle
As a “follicly challenged” gentleman, I take comfort in my collection of hats. Not for their collectible value mind you, but for their value in keeping my head warm and dry during the winter season. Being so practical about my hats, I just had to smile when I read of the recent auction sale – … Continue reading Boost Sales by Sharing the Story Behind Your Business
I get a big kick out of my fellow auctioneers. Some of them (especially the newbies) think that auctioneers are such great salesmen. Wherever auctioneers gather, you will see a few of them assembled telling “war stories” and comparing notes about what they and others have sold. At some point in the conversation, someone will … Continue reading Training Antiques Sales Associates to Succeed
In the mid-1970s, I took my first sales seminar from what was then the biggest sales training organization in North America. There I learned the most useless sales technique I have ever encountered. For decades, this technique was taught as a way to close sales when a customer simply couldn’t make up their mind. (Ever … Continue reading You're Selling Nostalgia, Not Antiques
When I saw the headline I laughed out loud. It read “The Future of e-Commerce is Offline.” Now wait a minute … haven’t we been told for the past two decades that the future of retailing was online? That in the future there would be no bricks-and-mortar stores, just websites? Well, it appears as though … Continue reading Engage Your Customers for Repeat Business
The most thought-provoking comment I’ve heard lately came just last week from the mouth of a four-year-old boy. I was browsing through the men’s department of a mall store when the four-year-old appeared, holding his mother’s hand. A clerk asked the mother: “Can I help you?” and without dropping a beat the young boy replied: … Continue reading Getting Past "Just Looking"
American popular culture loves a catchphrase. Always has. In the 1890s, businessmen were anxious to “get down to brass tacks,” and a well-heeled customer who was satisfied with his purchases was “as happy as a clam.” In the 1990s, if a customer discovered that a dealer’s claims were all smoke and mirrors, then the deal … Continue reading Don’t Let Sales Get Thrown Under the Bus