This is the way it is supposed to work!

Bill Kendy is a great friend who is also a writer and speaker who knows selling, inside and out. He called this week to share a personal experience. It was so neat as I could feel the excitement in his voice.

He was walking into an auto parts store to purchase a gallon of anti-freeze. He said the salesperson was friendly and polite. As he was at the register, the salesperson said, "You know, I would be remiss if I didn't tell you that we have wiper blades on sale this weekend. Regularly $8.95 each, you can get two for that price."

The salesman continued, "Now I know you are thinking, 'the last thing I need is a pair of wiper blades'. But wiper blades don't tell you when they are going to fail. $8.95 is a really cheap price to keep yourself safe in your car. Are you married? Does your wife drive her own car? I can help you select the right blades for your wife's car and you will have that same piece of mind for her and her safety."

Wow! What a way to take care of customers! Bill said he made a point to stay in the store and watch the salesman work his magic. The percentage of closing the sale on wiper blades was exceptionally high. Why? Because the salesman was selling peace of mind, not wiper blades. What do the people in your business sell?

New Calculator: Gross Margin Discount

33! That's the new head count on the number of calculators on the Profits Plus website. We have always prided ourselves on listening to you - whether we see you at a trade show or conference, or when you correspond with us by e-mail or phone.

The first of the new calculators we want to introduce is designed to help you plan your seasonal markdowns. While it is not a common practice with small businesses, larger businesses use a tool just like this calculator. The idea for this calculator is that you are able to plan the markdowns for an item for the season.

You start with the initial amount of inventory and the gross margin. You have the option to take markdowns of an amount you determine for whatever quantity of inventory you choose. Do this several times over the season for that product and the calculator will show you how much gross margin you will have maintained for the entire season.

Click on this link to visit this page: Gross Margin Discount Page

Magic Santa Dust

This month's power promoting idea comes from one of the members of our staff. D. Wendal Attig has been with us since we first opened Profits Plus. He is responsible for the Profits Plus logo, and all of the artwork for all of our books and company images. This promotional idea is one that he learned by way of a store in New York state. Click on this link to read the letter that D. Wendal sent to us five years ago.

Magic Santa Dust Story