Brad Huisken, President IAS Training

This month we are starting a series of articles on the art of adding-on. Adding on, as a sales technique,...

In my last column we reviewed the process of the "Circle of The Sale": selling jewelry based on the reason...

In previous articles we have discussed the process called the "Circle of the Sale". To review, you greet the customer...

This month we will examine the process of showing and demonstrating merchandise. The demonstration phase is your first opportunity to...

In the previous article we started discussing the topic of "The Needs Assessment" and how important asking questions is to...

There are specific practical steps, which a salesperson must follow, in order to maximize every selling opportunity. In future articles...

Product knowledge is one of those things that you have to have, you just may not need to use it...

Years ago, when I started my career in retail I was required to read a book titled, "Successful Shoe Salesmanship,"...