Columns

NO 'BE-BACKS'

NO ‘BE-BACKS’

By Gene Fresco The greatest loss of sales is from the “I’ll be back” objection. Most salespeople don’t know how to overcome the “Be back” objection or th...
What would walt do?

WHAT WOULD WALT DO?

By Dan Vedda I’ve been thinking about Disney a lot lately. Not the company but, rather, Walt himself. It’s easy to quibble about the current state and offeri...
Corner Music

‘The Tool Store For Musicians’

By Rebecca Apodaca As a sales rep for Aria Guitars, the road got weary quickly for 28-year-old Larry Garris. He sold his house and his car for a total prof...

Salesmanship

By Gene Fresco Did you know that there is a merit badge for Salesmanship in the Boy Scouts of America? It was established in 1927. Do you think you would qua...
David Hall with Julie Rankin of Jackrabbit Music and Bill Walzak of Pro-Active Websites

eCommerce FAQs For Music Retailers

By David Hall, Vice President Sales and Marketing, Pro-Active Websites Whether you’re considering starting up an eCommerce Web site, currently selling on...

Mapquest

By Dan Vedda In December, word leaked out (in the same way that you can refer to a burst pipe as a leak) that the Uberstore (aka Guitar Center) had sent a le...

Christmas Wrap

By Dan Vedda We’ve closed the door on Christmas and stand poised to jump into a new year. I’m a little shy about predicting the year ahead. But, what I saw t...

Credibility

By Gene Fresco The most important thing your store must have is credibility. Your customers must believe that your store is where it is happening. How do ...