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COVER STORY
Personal Service
and do it all in plain language.
SUMMIT ROAD
Sparks Sales Cut the jargon. Donít try to sound
DISTRIBUTING
continued from cover
smart, and meet people where
Serving the Wholesale Market for Over 30 Years
they are, no matter how simple
www.SummitRoadDistributing.com
you fi nd the product or technol-
interaction as an opportunity to
Online Wholesale Source for
ogy. You might just save a sale, or
upsell. No one should try to sell
Distributors, Re-Sellers & Retailers
better yet, gain even more sales.
something to a customer who is
High Profit Margin Items, Low Cost,
6) Commit to customer cen- Quality Service
already seeing red. Any attempt
tered sales habits. Embrace an
will backfi re.
!IR&RESHENERSs!UTOMOTIVEs#ANDYs
authentic sales style that doesnít #APSs#ONVENIENCE3TORE)TEMSs%NERGY
3) Differentiate between
crunch customersí credit or force
3HOTSs'ENERAL-ERCHANDISEs'LOVES
right and correct. Be fl exible.
them to go beyond their buying
7INTER7EARs(EALTH"EAUTYs,IGHTERSs
Sometimes customers buy the
limits. Shortsighted sales strate-
,IQUIDATIONs-EDICINESs.OVELTIESs
wrong size, even on a garment
3UNGLASSESs4OBACCO!CCESSORIES
gies or profi t quotas will never
that is on sale and cannot be
replace building the trust that
returned. At other times, they
shows your true commitment
purchase something that, on sec-
to customers.
ond thought, doesnít fi t with their
Information in this ar-
décor. Technically, they are respon-
ticle was edited from a story
sible for the purchase. But having
on Entrepreneur.com. Energy Pix■
to keep it, right or wrong, leaves a
B-12 + Caffeine
bad taste in their mouth that they Find this story and more news and information at:
The first & only energy
www.Wholesalecentral.Com/wholesale–News
toothpick infused with caffeine,
associate with the store. Here is B-12 and a variety of long
where customer consideration
lasting, breath-freshening
flavors.
and taking the time to understand
each unique situation can turn NEW HOLIDAY ITEMS!
a good retailer into a great one. 13" w x 14" h
If there is some way to make an
Black Iron Heart
Wind Chime
exception for this customer, the
store will gain loyalty.
4) Pay attention to con-
NEW
sumption. If a customer is not
11" Soapstone
consuming a product they bought, Incense
or not using a service they paid
burning tower
WC-06
for, that customer will regret the
IT-ST $5.00 ea.
$6.50 ea.
purchase and possibly feel they
www.shopevolve.com
wasted money with you. Keep
track of what they are using, and
800.869.9134 s&REE&REIGHT!VAILABLE

Wholesale Incense
s.EW,IQUIDATION)TEMS
follow up by phone if they are Manufacturing Company
*UST!DDED

not utilizing what they bought.
*Specializing in Hand Dipped Incense*
s.O-INIMUM/RDER

They will appreciate your interest
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UÊ£Ê̜ʙ™Ê Õ˜`ið°°fΰÇäÊi>V…
in them, even if you canít offer a
UÊ£ääÊ*ÕÃÊ Õ˜`ið°°"˜ÞÊfÓ°™äÊi>°
878777-4SR4SR--DIST
refund or exchange.
Display
5) Be radically transparent.
Visit us today at
Packages
When selling something that is
Available
www.SummitRoadDistributing.com
Incense, Incense Holders, Candle Snuffers, Hot Tarts,
complicated to use or relies on
Wax Diffusers, Oils, Stickers, Wind Chimes,
Summit Road Distributing
Imported Nag Champa, Tapestries and more...
technology that may not be known
to everyone, ask if you can help.
WWW.SHOPEVOLVE.COM
649 Americal Road, Henderson, NC 27537
®
Show them how it works. Alert
Fax: 603-692-9804
Ph: (877) 477-3478
Cards
®
PayPal
¾
Sales@shopevolve.com
Fax: (252) 438-5479
them to any anticipated problems,
31 DEPOT STREET, SOMERSWORTH, NH 03878
Email: info@summitroadpartners.com
MENTION WHEN YOU CALL OR EMAIL! www.covermag.com December 2009 93
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