[Ed. note: see “10 Ways You Can Generate Leads,” JCK, November 2005, p. 65]

1. Use scripts. Script your best salesperson and train others based on that model.

2. Track conversion rates.

3. Get sales training.

4. Use “either … or” questions when talking to customers.

5. Conduct regular sales meetings and help your salespeople set goals.

6. Hire better salespeople.

7. Use check sheets to ensure important work details aren’t being overlooked.

8. Sell only on the benefits of merchandise.

9. Focus on the clients’ needs and wants.

10. Build rapport with clients.