selling Archives - Inside Retail

Never mind the features, feel the benefits

People rationalise product features with their brain, but they buy benefits with their heart.

Do you want fries with that?

Why do business owners tolerate mediocre sales people?

Discount fatigue

It has been around for many years but is getting worse and now become endemic.

ACCC updates advertising guide

Consumer watchdog revises advertising and selling guide for businesses.

Are you selling to retailers?

Dennis Price looks at the technique of successful selling – both B2B and to consumers.

Retail is too easy

In retail, you only need to buy and sell at a profit and the difference is yours, writes Stuart Bennie.