It’s The Little Things

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It’s the Little Things

Some of you already know I’m not much of a golfer — and now the rest of you do too. My average score lives somewhere in the low 110s or 120s. But if I truly committed to improving, I know I could get that score down into the mid-90s fairly quickly. Learn proper technique. Apply sound strategy. Practice consistently. The improvement would come.

After mastering the basics, understanding my strengths with each club, and practicing the fundamentals, I could become a decent golfer.

But what would it take to become excellent?

Why do professional golfers spend hour after hour on the driving range and the putting green? Why did Larry Bird arrive early and stay late to refine his skills long after team practice ended? When Michael Jordan practiced, do you think he focused on highlight-reel dunks — or on the fundamentals of dribbling, passing, and shooting?

The answer is simple:
The little things make the biggest difference.

Fine-tuning fundamentals is what separates the elite from the average.

In retail sales, the same principle applies. Our tools aren’t golf clubs or basketballs — they’re the words we use, the questions we ask, and the way we listen. Small adjustments in how you greet a customer, how you ask discovery questions, or how you present a product can dramatically change your closing ratio.

Consider a jewelry store. One salesperson immediately starts showing rings. Another asks, “What is the special occasion?” That one small question changes the entire conversation. It turns a transaction into an emotional purchase — and emotional purchases close at much higher rates.

In a furniture store, one salesperson talks about fabrics and price. Another asks, “Tell me about the room this will go in.” Now the customer is painting a picture. The salesperson becomes a consultant instead of a clerk. That tiny shift in approach can be the difference between browsing and buying.

In a pawn shop, one associate simply quotes a price. Another takes a moment to explain value, condition, or resale potential. That extra thirty seconds of conversation builds trust — and trust drives both sales and repeat business.

These are not grand gestures.
They are small, intentional improvements in execution.

Listening to yourself during a sales presentation — really listening — and then refining your approach is the only way to move from average to elite. Work with a teammate. Create a buddy system. Listen in on each other’s customer interactions. Share feedback. Improve one phrase at a time.

Only through practice, fine-tuning, and refining the words you use at every step of the retail sales process — from the initial greeting to the final close — will you reach your full potential. Role-play difficult scenarios. Practice handling objections. Strengthen your transitions. Polish your closing language.

Because in retail, just like in sports, success isn’t built on grand gestures.

It’s built on the little things.

And the little things make the biggest difference of all.

Be sure to go to https://principlesforbusinessandlife.com/ – click on Our Viewpoint Newsletter and read an incredible article titled:
Choosing to Be the light This Christmas Season

“The light that inspires kindness and hope reveals truth before it can be passed on” – Bryan Dodge – Dodge Development

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