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Sales Truths: Value is In the Eye of the Beholder

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WHAY IT’S TRUE
What’s ugly to one person might be beautiful to another. I see ugly jewelry on a daily basis so I know it’s true; beauty is definitely in the eye of the beholder. Value is also in the eye of the beholder. Remember that when you try to help a man buy an anniversary gift for his wife. 

PLAN OF ACTION
Instead of saying to the customer looking for an anniversary gift, ?What did you have in mind?? ?What does she like/have?? or ?How much do you want to spend?? look to enhance the customer’s perception of value. The true value exists in the relationship between the customer and his wife, not necessarily in the price of the gift. To a customer seeking an anniversary gift, say something like this: ?What have you surprised her with in the past?? ?What was her reaction?? or ?How did you feel?? Once he tells you about the bracelet he bought her two years ago and how excited she was to receive it, all you need to do is help him replicate that magical moment.

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This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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Dave Richardson

Sales Truths: Value is In the Eye of the Beholder

mm

Published

on

WHAY IT’S TRUE
What’s ugly to one person might be beautiful to another. I see ugly jewelry on a daily basis so I know it’s true; beauty is definitely in the eye of the beholder. Value is also in the eye of the beholder. Remember that when you try to help a man buy an anniversary gift for his wife. 

PLAN OF ACTION
Instead of saying to the customer looking for an anniversary gift, ?What did you have in mind?? ?What does she like/have?? or ?How much do you want to spend?? look to enhance the customer’s perception of value. The true value exists in the relationship between the customer and his wife, not necessarily in the price of the gift. To a customer seeking an anniversary gift, say something like this: ?What have you surprised her with in the past?? ?What was her reaction?? or ?How did you feel?? Once he tells you about the bracelet he bought her two years ago and how excited she was to receive it, all you need to do is help him replicate that magical moment.

Advertisement

SPONSORED VIDEO

This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

Promoted Headlines

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