Tom's Tips

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Tom Jennings, Retail Training Expert, presents short video tips for improving your customer service and optimizing your staff performance. In the end, it’s all about understanding the importance of being 1% better than your competition.

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Objections Are A Sign of Engagement

Objections are a great opportunity to learn more about your buyer’s disposition.

Always Be Eager to Learn

In this week’s Tom’s Tips, Tom reminds us that the common trait observed in top-performing sales-people is that they are always eager to learn.

Why Customers Buy

In this week’s Tom’s Tips, Tom reminds us that all too often, as a result of the way we sell, we’ve changed the way the customer is conditioned to buy.

Importance of Encouragement

In this week’s Tom’s Tips, Tom reminds us that no matter what our level of experience or personality type, there seems to be one thing that we all need and a

When Apologizing, Don’t Say Too Much

In this week’s Tom’s Tips, Tom advises to apologize once; more than that and the mistake grows to a bigger mistake because you’re putting a spotlight on it.<

Make it Personal

The reality is that when interacting with others, there will be times that we need to apologize – regardless of whether we are to blame or not.

Helping to Simplify the Issues

We don’t help our customers by continuing to address what in their minds are complex issues by inflicting more complexity on them.

Stick to the Facts

Tom reminds us that the easiest mistake that you can make in a confrontation is slipping from purely factual content to opinions stemming from your emotions.

Small Successes Add Up

So, here’s a question to consider:What small changes would enhance the buying experience for your customers, even if only by the 1% that I’m constantly sugge

The Problem with Our Customer Interview Process

In this week’s Tom’s Tips, Tom discusses the problem with the customer interview process.

Sales are About Relationship Building

In this week’s Tom’s Tips, Tom reminds us that it is occasionally good to remind ourselves that sales are about relationship building – not friendship buildi

Convincing Customers

Tom reminds us that  we can’t change people’s minds, only they can change them.

The Effective Use of Silence

Tom says one of the easiest and simplest techniques to boost your ability to productively respond when working with a customer is to slow things down and get

Develop a Passion for Practicing

Tom shares his experience that in order to be at the top of their game professionals’ need to practice, practice, practice.

Listen Well

In this week’s Tom’s Tips, Tom reminds us that the customer standing in front of us both desires, and deserves, our attention.