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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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JUNE 2025
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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
A contemporary definition of management by crisis is "making decisions according to the problems at hand, many of which did not exist when you go to work each morning." How are you doing?
Small Business
July 1 marks the start of Independent Retailer Month. This will be the 23rd year. We tell the how and why we created Independent Retailer Month. And, why we believe you cannot shame customers into shopping with you.
The second part of "Traits of the great" as we look at ideas of what we have learned from the great small business owners.
With Warren Buffet retiring, we thought it appropriate for our book of the month to be, "Warren Buffet - The Sage of Omaha". What he shares can be applicable to our small business.
