How To Sell

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How To Sell

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Chapter Outline


for Successful Retailing

The 'Ingredients' for Success in Retail

The fine art of getting just the right mix of ingredients to delight customers​

What is the connection between recipes and retail?


A good retail business is exactly like a good recipe in cooking - you have to have ALL the ingredients in place.


The better the quality of the ingredients, the better the result you will achieve.


The more talent the chef has to blend them together in the right quantities and at the right time, the better the result.

How To Sell by John Hoerner

How to Sell: Recipes for Retailers

by John Hoerner


This 268 page book was written for everyone, from colleagues on the shop floor to Chief Executives.


The style is simple... you will 'get' it quickly!

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If you can't explain it simply, you don't know it well enough


Albert Einstein

Chapters

Front book cover of 'How To Sell' by John Hoerner

Chapter 1: Customers

They are the ones who decide if the chef has got it right!


Chapter 2: Stores

This is the beautiful table where the retail "dinner" is served to the customers.


Chapter 3: Buyers, Suppliers & Stock Management

These are the chefs who source and prepare the repast for the customers.


Chapter 4: Marketing PR & Communications

Your restaurant will not be a very big success if no-one knows about it. You have spent so much time and effort creating the perfect "dish" - how will anyone know about it?​


Chapter 5: Strategy

Good "from scratch" cooks can whip up a delicious meal from whatever they find in the refrigerator, but a really great chef plans ahead for the menu, the ingredients, how and when it will be prepared and how and when it will be served.


Chapter 6: Investment vs Expense

Are you "spending money" or "investing money" - there is a huge difference!


Chapter 7: People

Who is in the kitchen and how good are they? Who is serving and how good are they? Can you ever imagine a really great restaurant running without the people who make it what it is?


Chapter 8: Tips & Truisms​

There is no substitute for experience and doing it yourself, but it is possible to learn faster by paying attention to those who have done it successfully before.


Chapter 7: People

Who is in the kitchen and how good are they? Who is serving and how good are they? Can you ever imagine a really great restaurant running without the people who make it what it is?


Postscript

Comments from Retailers

Appendix: Some of My Favourite Recipes!

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