Don’t Want to “Sell”? Sorry, You Already Do!

The optical industry is such a strange world. We all want and deserve to be perceived as ‘eye care professionals’ who work hard to...

Counterfeit Designer Eyeglass Frames Becoming a Growing Problem Online

I came across a Press Release from an optical retailer, warning about Counterfeit Designer Eyeglasses being purchased online. I liked it for several reasons...

Referrals Accepted Here

The final phase of the buying process is the referral phase. It is the “holy grail” of selling!  If you think about it, it is...

Repeat After Me…

The sixth stage of the buying process is repeat.  Repeating the sale is a wonderful place to be and we should celebrate that we...

Buy Me

Buying is the fifth stage in the buying process.  I find it ironic that it isn’t further up in the process, but it makes...

Try It.. You’ll Like It

Finally!  The fourth stage of the buying cycle is when the purchaser actually tries you product.  Mind you, they have not committed to you,...

Inventory Management Step 7: Increasing Average Transactions

By now you have calculated average transactions and there is always room for growth. For the purposes of simplicity and lack of complications, insurance...

TRUST Me…

The third stage in the buying process is trust.  I attended a meeting recently on sales and marketing for the future.  The most important...

LIKE Me Please

Part 2 of Mike Karlsrud Buying Cycle Articles:  There are six phases in the buying cycle, and we have already talked about “know,” the...

Are We OverBranded?

It's interesting about designer eyewear brands, people can really go overboard!  What it means is that some designer, celebrity, retail store has decided to...

Inventory Management Step 4: Increasing Turns Via Lifestyle Dispensing

Inventory turns is the amount of times the inventory is sold within a given time frame. Some people chart overall inventory turns per year,...

Getting To Know You..Getting to like you ~ Getting to hope you like me..

We asked one of our friends, Mike Karlsrud who is an expert in the sales cycle to give us a series of posts about...

What Did You Have For Breakfast?

We have posted on great opening lines in the past, but just learned a new one. Steven Newman on OD's on Facebook asks 'What...

Eyeglasses And Airplanes

I don't know why this is, but every time you are sitting on an airplane for some reason the question always arises 'Why Do...

Are You An Order Taker?

My first encounter with an order- taker was Jack Damphier of Avante-Garde (now Luxottica) Here I was a struggling sales rep selling Neostyle Eyewear,...

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