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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

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

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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.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

Promoted Headlines

Most Popular