Sales Truths: Forget About What Happened Last Year …

WHY IT’S TRUE Today’s standard of performance is yesterday’s standard of excellence and tomorrow’s standard of mediocrity.

PLAN OF ACTION Assuming you have a handle on your inventory and your repair business is properly “Gellerized,” your focus should now be on your sales staff. At your weekly sales meeting, focus on just one critical area such as buying signals, closing techniques, add-on sales, TO’s, selling romance. Challenge one sales person each week to study up on a specific selling skill and lead the discussion at the meeting. Yesterday is over… it’s today that counts! — DAVE RICHARDSON

[span class=note]This story is from the July 2011 edition of INSTORE[/span]