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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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NOVEMBER 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
Seems like today, everyone is a consultant for something. Most small businesses owners have likely received an email, phone call, or visit from someone wanting to sell the services of a consultant.
You might find the right combination of consultants (let's call them advisors) in your own neighborhood. And they would likely trade their advice for some advice from you. This month's Small Business Advisory explains how.
Small Business
November has two special events tailored to small businesses. The first occurs in the third week of the month. It's the Great American Teach In Day. Your help will be needed and appreciated.
The second event is Saturday, November 28 - Small Business Saturday. Details of how to participate in each is in this month's newsletter.
Approaching the end of the year, many small businesses start to consider their pay scale for 2027. With some small businesses, bonuses at the end of the year are a tradition. The article of the month shares ideas of how to approach payroll as the new year approaches.
You are awesome at what you do. You are a small business owner and that takes a lot of bravery to do what you do.
Part of what you requires what Malcolm Gladwell calls, "thin slicing." Others refer to it as "gut feeling." The book of the month talks about the need to stop doubting your greatness.
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
