Connections - September 2009 - 17

them, such as baked goods, cheese, or antiques, and all the while we’d ask “Can I help you?” or maybe a simple “Hello.” Sometimes they’d buy something and sometimes they wouldn’t. Our merchants thought just because they rang up a sale then they made a successful transaction. That wasn’t so. When our vendors couldn’t make rent, it was apparent their sales method wasn’t so effective long-term. How could my family have figured out our customer’s needs? Simple: overhaul the sales approach. Burgam advocated the SPIN method developed by Huthwaite, Inc. It works like a doctor’s office. The patients tell the doctor about their pain by responding to a series of questions, and then the doctor prescribes remedies for the ailments. “S is for situation questions,” said Burgam. “That’s where you get to the facts and learn what kind of a situation you’re dealing with. The P stands for problem. It’s where you ask questions about the general problem.” We could have instructed our vendors to learn about clients’ needs, and since this problem looms over businesses Take out the guesswork by advertising in Connections. Connections To receive your free subscription, simply fill out and submit this form. Name: E-mail: Company: (company name not required) The beauty of print. The power of the Web. The knowledge of knowing what works. SUbScRibE TODAy! Please notify me of other Chamber of Commerce activities. Nxtbook Media is a partner of the Yates County Chamber of Commerce SUBMIT September 2009 | Connections | 17

Connections - September 2009

Table of Contents for the Digital Edition of Connections - September 2009

Connections - September 2009
Letter from the Editor
Table of Contents
Passionate Calling
The Bottom Dollar
Spice of Life
Member Directory
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Connections - September 2009 - Connections - September 2009
Connections - September 2009 - Letter from the Editor
Connections - September 2009 - Welcome
Connections - September 2009 - Subscribe
Connections - September 2009 - Table of Contents
Connections - September 2009 - Passionate Calling
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Connections - September 2009 - 6
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Connections - September 2009 - The Bottom Dollar
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Connections - September 2009 - Spice of Life
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Connections - September 2009 - Member Directory
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