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Sales Truths: Once A Dog … Always A Dog.

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WHY IT’S TRUE
When does a piece of fine jewelry which looked very appealing in a vendor’s display at a jewelry show become a dog in a case in your store?

At the moment that two salespeople have attempted to sell this piece five or six times with no visible interest from the customer. It’s a “dog” and no one is going to ever show it again.

PLAN OF ACTION

Once you announce a spiff or extra commission on a “dog” it is amazing how interesting this puppy starts to look.

Place these items that have been in your inventory for over 12 months in a special showcase identified as “Old Friends.” Throw an extra 10, 15, 20 percent or more commission on the pieces with the single objective of getting them out of your store as soon as possible.

And they will be dogs no more.

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Dave Richardson

Sales Truths: Once A Dog … Always A Dog.

mm

Published

on

WHY IT’S TRUE
When does a piece of fine jewelry which looked very appealing in a vendor’s display at a jewelry show become a dog in a case in your store?

At the moment that two salespeople have attempted to sell this piece five or six times with no visible interest from the customer. It’s a “dog” and no one is going to ever show it again.

PLAN OF ACTION

Once you announce a spiff or extra commission on a “dog” it is amazing how interesting this puppy starts to look.

Place these items that have been in your inventory for over 12 months in a special showcase identified as “Old Friends.” Throw an extra 10, 15, 20 percent or more commission on the pieces with the single objective of getting them out of your store as soon as possible.

Advertisement

And they will be dogs no more.

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

Promoted Headlines

Most Popular