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 Selling "item and price"; a sure recipe for disaster for any small business regardless of whether you sell products, services, or both. It is a game you cannot win. Most everything you sell or provide falls into the category of "discretionary spending". This means the customer is spending money they do not have to spend. Therefore, this spending is for enjoyment of the product, the service and/or the experience of spending the money. Selling begins with your deciding you are going to enjoy the process so that your employees and your customers can also do so. We can see many businesses selling the wrong stuff, and a few businesses selling the right stuff. It does not matter if the business is selling a product, a service, or a combination of the two. PROFITS PLUS, FOUNDER OF...
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AUGUST 2026
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With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.
Small Business
The July Advisory pushes further into the skill of being a masterful salesperson. In your small business, do you have salespeople or just people that take orders and ring up sales?
Small Business
GUEST - While some businesses use that word in place of saying "customer", we share how the word can separate your business from others businesses.
When you were young, did you ever have someone tell you to not get an attitude? The article of the month tells of the right way to have an attitude that can help your business.
Dream Manager - Every person who comes to a new job has a dream of what that job can do for them. Are you helping your employees with fulfilling their dream?
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
