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  Ted Eschliman is a music industry veteran and a co-owner of Dietze Music, based in Lincoln, Neb. His columns address the various issues specific to independent music product retailers. |
JANUARY 2011 Never Assess Attitude Judge staffers on their behavior, not on how you think they feel {DOWNLOAD ARTICLE} FEBRUARY 2011Selling in 3-D The sales team's body language can make a huge impression on customers {DOWNLOAD ARTICLE} MAY 2011Selling Solutions 'The best mindset is to think of our goods as prescriptions to problems.' {DOWNLOAD ARTICLE} JUNE 2011How to Compete Three conditions music retailers must adopt to survive against the competition {DOWNLOAD ARTICLE} JULY 2011The Sleeper 'Sell' Leaving military-esque sales tactics behind and becoming one with your customers is crucial {DOWNLOAD ARTICLE} AUGUST 2011Diagnosing Patience Learn how to recognize the three major customer types, so you and your staff can serve them better {DOWNLOAD ARTICLE} {READ ARTICLE} SEPTEMBER 2011Guest Service Concentrate less on the idea of service and more on the buying experience {DOWNLOAD ARTICLE} OCTOBER 2011Surviving in Retail Three main requisites for being a viable retail business {DOWNLOAD ARTICLE} NOVEMBER 2011The Second Mouse Taking a wait-and-see approach with new products and technologies can pay off {DOWNLOAD ARTICLE} |