In Cheryl Hall's Dallas News business column, she writes about Barney Adams and his sales philosophy:
"No one sells a product. Everyone sells a service," the 69-year-old said over lunch recently. "I'm also a devout believer that you have to identify exactly what that service is."
Barney Adams started Adams Golf and credits his success to understanding that he was selling much more than golf clubs. In retail seminars, he tells managers that their job is to make people have such a remarkable experience that customers return to the store. And if their company designs great experiences, they'll have few competitors.
Mr. Adams writes about his business success in his new book, The Wow Factor.
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