70% of clients would benefit from a team-selling approach, if done right. This article originally appeared in the April 2016 edition of INSTORE. The biggest problem...
Coming up with the right questions can make the difference between a defensive client and a lifelong customer. This article originally appeared in the February 2016...
Compliments, company benefits and a relationship-building approach work with these young customers.
Individual and team success depends on clearly established objectives.
Customers speak in code: understand it to close more sales.
Are your bridal sales less than you’d like them to be? The first thing you have to do is recognize the mistakes you’re making. Only then...
Computers are incredible, but they can sometimes get in the way of a sale.
Protect your store’s reputation by following these rules of repair.
Three tools to help you stay in touch with your clients.
Don’t walk away. Try everything else first.
When store owners hire new people but don’t train them properly to sell jewelry, I think to myself, “What’s the point?” After all, in order to...
You can figure it out by asking the proper questions and listening carefully to the answer.
In our industry, we have the opportunity to do these things almost every day.
Holiday season joy comes from being ready to sell.
Because if you don't do it, your staff won't either.
Make role-playing fun, effective and free of criticism.
Learn four statements you can use to counter this objection.
Find out why they said no and close the sale.
Don't panic. There are all sorts of possibilities for why a client would say this.
It’s your job to keep selling until the client indicates that she’s done, and not before.