Teach sales associates the Right Hand Rule

HomeShine TimesBlogsNewsLatest IssueCommunity


Teach associates the "Right Hand Rule".

WHY? It's a stealth method by which another salesperson can support and reinforce a customer's preference for a certain product. Such confirmation can help move a sale a big step closer towards its conclusion.

HOW? Once a customer has narrowed his focus to two products, ask a lot of questions. The more you ask, the more likely the customer is to start leaning toward one item (even if he still thinks he’s undecided). Both items are on top of the counter on a counter pad. Make sure the item you feel is the client's favorite is on your right-hand side. Finally, call in one of your team members and ask her which item she likes for that customer. Your team member should then respond as to why she thinks your customer will love the item on the right side.

SOURCE: Shane Decker

    Get more great sales advice from Shane Decker, one of this year's "Monsters of Sales", at The SMART Jewelry Show.  

Shine Time

Signet Jewelers' Profit Up 49%
7 Charged in Violent Jewel Robbery Ring
JA Pushes for More Burma Reforms
Indian Gold Market on Strike
KP to Have Open Web Discussion

Shine News

Jewelers, Pawn Shops Should Ask Before Choosing Gold Refinery
Danhove Finalist in JCK Jewelers' Choice Awards, Launches Site
Kimberley Process Annual Reports Due on April 2
L.I.F.E. Presents Its Poetic Hues Collection
Silver Promotion Service to Sponsor Marketing Track at SMART Show

Shine Blogs

Participation Friday: The Cool Edition
163 (and Counting) “Wow” Stories
13 Questions With ... Lee Krombholz
Sore Losers No More
Something Cool We Saw: A Pinterest Infographic


Copyright © 2012 Smart Work Media. All Rights Reserved. You have subscribed to the Work Smart Tip of the Day. If you believe this has been sent to you in error, please safely unsubscribe.