Did you know that 1 out of every 4 working adults in the U.S. is a salesperson (The Simple Truths of Selling, by Todd Duncan)?  That certainly means there's a lot of competition in this profession, and success can't come easy. How do you separate yourself from the crowd and get noticed? What makes a successful salesperson today and in this economy?  This would be a great time for me to introduce a new ground breaking sales technique that is a sure thing. To tell you the truth, there isn't one.  The business section of any book store is filled with resources on learning how to sell, how to be a better sales person, improving sales techniques…etc.  However, the truth of the matter is that successful selling comes from the basics, not from new methodologies that seem to distract from the authentic sales exchange.

16 years ago Joseph Pine and James Gilmore wrote an incredibly insightful book called, The Experience Economy.  This book continues to be one of my favorite reference books. You might be thinking, "16 years ago isn't exactly current information and material to reference."  Well, think again because here's a timeless statement from the book, "If societies are to seek continued economic prosperity, they must stage experiences to add sufficient value to their economies to employ the masses (goods and services are no longer enough)." Creating memorable customer experiences must be a business discipline in all organizations who wish to survive and achieve successful longevity.

This is the most wonderful time of the year, as sung by many, and customers are holding hope that in some small way your business can add to the magic of the season. Service, all year around, should be at its best, but during the holidays when people are distracted, frazzled, and looking for something merry and bright, make it your goal to meet and greet them with the "more" they are looking for. You have a special opportunity during this time of year to give your customers the gift of enhancing their experiences.