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Dave Richardson

Focus on the Proposal for Greater Success

A smart way to add meaning to the engagement ring purchase.

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Focus on the Proposal for Greater Success

WHY IT IS TRUE: A man walks into the store and exclaims, “I’m looking for an engagement ring.” Your quick response is something like, “What did you have in mind?” This statement will cause the customer to focus on the financial investment instead of the meaning behind the purchase.

PLAN OF ACTION: Instead ask, “How do you plan to propose?” Remind him that this is one of the most important days in her life and share some successful proposal stories. Now he is no longer focused on the investment but rather the meaning behind the event. 

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He Doubled His Sales Goals with Wilkerson

John Matthews, owner of John Michael Matthews Fine Jewelry in Vero Beach, Florida, is a planner. As an IJO member jeweler, he knew he needed an exit strategy if he ever wanted to g the kind of retirement he deserved. He asked around and the answers all seemed to point to one solution: Wilkerson. He talked to Rick Hayes, Wilkerson president, and took his time before making a final decision. He’d heard Wilkerson knew their way around a going out of business sale. But, he says, “he didn’t realize how good it was going to be.” Sales goals were “ambitious,” but even Matthews was pleasantly surprised. “It looks like we’re going to double that.”

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