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Get The Bridal Client Talking About Himself

Put him at ease In unfamiliar territory.

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WHY IT IS TRUE: He is in unfamiliar territory, buying an engagement ring, and somewhat nervous about what is going to be expected of him.

PLAN OF ACTION: Put him at ease. Get him speaking about some of his successes in life. Perhaps he was a high school or college football player. If so, encourage him to share some of his successes. Ask him how he plans to propose. If he is interested, share with him some of your success stories.

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Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

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