Dave Richardson24 Verbal Buying Signals Your Sales Staff May Be Missing Do this exercise to improve your team’s closing ratio. Published 7 months agoon April 22, 2019By Dave Richardson Instore May 2019 Issue Share Tweet WHY IT IS TRUE: The customer will say things that indicate they are ready to buy, but many salespeople talk right through these cues.PLAN OF ACTION: During a meeting with your staff, write these verbal buying signals on a flip chart and ask your staff if they can think of any to add to the list.Do you take credit cards?I really like it.I think she’ll like it.Do you have a warranty program?Will you gift-wrap it?You provide an appraisal?What if she doesn’t like it?What time do you close tonight?Do you have it in white gold?Will you be able to size it for me?If I buy it, when can I pick it up?I really like the feel of it.I really like the way it looks on me.Can I put it on my store credit?Can you engrave it for me?You have a layaway plan?Since I can’t take until it is sized, do you deliver?Does it come in a box?How can I care for it?Do you have the matching earrings?Can I borrow a calculator?If I buy the ring, will you pay the tax?What is your return policy?What do you think?Then, divide your salespeople into groups of two or three and have them write the appropriate closing question to each one of the verbal buying signals. Then you can compare the results.Related Topics:sales tipssales training click to Comment(Comment)Up NextBad News Deserves an Explanation, Not an ExcuseDon't MissWhy Ignoring Young Customers Could Come Back to Haunt You Dave Richardson David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business. Advertisement SPONSORED VIDEOWilkerson TestimonialsHaving a Moving Sale? Let Wilkerson Do the Heavy LiftingFor Jim Woodard, owner of Woodard’s Diamonds & Design in Tullahoma, Tenn., when it was time for a moving sale, there was only one company to help with the event: Wilkerson. “They brought in the right team for us,” he says, remarking about the sale’s extraordinary results, including a nearly 500% monthly sales increase compared to the previous year. “I wanted to have the best in the industry. And that’s the main reason why I contacted Wilkerson.”You may like Remember This Important Lesson on the Power of Posture Here’s Why Having a Mirror on Your Counter Is So Critical Bad News Deserves an Explanation, Not an ExcusePromoted Headlines For This Virginia Jeweler, the Future is All About CustomOvernight When It’s Time for Something New, Call WilkersonWilkerson The Jewelry Retailer’s Ultimate Marketing Guide: Part 1/5RapNet Dave RichardsonRemember This Important Lesson on the Power of Posture How a client stands may tell you what you need to know about whether they’re ready to buy. Published 2 weeks agoon October 27, 2019By Dave Richardson How a client stands may tell you what you need to know about whether they’re ready to buy.WHY IT IS TRUE: Are their arms folded and closely tucked at their sides? This indicates that they might not be open to you. Are their bodies turned toward or away from you? “Away” can symbolize that they are giving you the cold shoulder. “Toward” you, on the other hand, can imply a decision for interaction and more information.PLAN OF ACTION: Ask open-ended questions that get clients sharing their genuine wants and needs. By doing so, you will help them to move closer to the close. Continue Reading Dave RichardsonHere’s Why Having a Mirror on Your Counter Is So Critical It’s not just vanity. Published 3 weeks agoon October 21, 2019By INSTORE Staff WHY IT IS TRUE: This gives her an opportunity to immediately see how the beautiful piece of jewelry looks on her.PLAN OF ACTION: Take this opportunity to observe her reaction, ask open-ended questions to reveal her feelings, and move for the close accordingly. Continue Reading Dave RichardsonBad News Deserves an Explanation, Not an Excuse Here’s how to talk to clients when expectations aren’t met. Published 2 months agoon September 18, 2019By Dave Richardson WHY IT IS TRUE: Many salespeople are scared to be the bearer of bad news, but customers appreciate honesty.PLAN OF ACTION: Be up front, and be prepared to accept the consequences. Maybe the customer’s special order ring from the vendor did not arrive on time. The customer does not care about the problems the vendor incurred. Explain the actions you’ve taken to rectify this situation, and if necessary, offer any compensation you feel will help. 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