to Train Your Sales Staff
in 15 Minutes a Day
Sales training is not an easy subject for music retailers. First of all, who as the time? Secondly, what if you train them, then they leave? Thirdly, what if you don’t train them and they stay? Well, here’s my take on it: If you don’t train your people to sell, you’re going to see money walking out the door.
Untrained sales staff is like having vending machines on your floor. Either way you won’t sell very much. Sharing some sales-smarts with your staff can add tremendously to your bottom line, and you don’t need to do it spending hours at a time.
You don’t need to have volumes of material with charts and graphs. You can easily do it before you open with everyone around, in about 10-15 minutes each day.
Think about it: If you spent 10-15 minutes a day on just one subject with your sales staff, that’s over an hour a week on 6 different subjects. That’s not one humongous session on how to implement various ways to crank more biz; that’s a few short bite-size sessions that could add more sales that very day.
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Knowing What to Do Is One Thing … Wanting to Do It Is Another.
There are many excuses for why business may be off, sales might be slow, or customers may not be coming through your door. It could be that the economy is soft; money may be tight; unemployment could be up; interest rates could be on the rise; people may be cutting back… take your pick. However there are a lot of music dealers and salespeople who are doing exceptionally well. In fact, they seem to do well no matter what month, year, or season it is. It makes no difference what section of the country they’re in, what the weather is like, or how the economy is.
As columnist and sales and marketing writer Bob Popyk points out, “It’s up to you,” to find a way to increase business. Bob’s first collection of Music Trades columns provides hundreds of ideas for elevating your music business.
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