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Harry Friedman: This I Know

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Harry Friedman: This I Know

In his years training top salespeople at big-name businesses across the globe, you can bet Harry Friedman has learned a thing or two. Here, he shares some of those lessons — in his own words. (First published in The SMART Show supplement that shipped with the January edition of INSTORE.)

First published in The SMART Show supplement that shipped with the January edition of INSTORE.

You’ve really gotta know your stuff. Period. If we’re talking about jewelry stores, you’ve gotta go beyond your inventory and know the industry. It’s paramount.

If I’m going to spend my money with somebody, I’m looking and testing for competence. Have a high degree of product knowledge, a hypersensitivity to my needs and don’t appear to have some sort of agenda that’s not pro-customer.

Customers have a ticket, you put on a show. Period. Doesn’t matter if you feel like it or not, or if you’re having a bad day or not. In 30 years, I’ve never put on a presentation with less than an A-plus effort.

Not unlike a lot of other entertainers — which salespeople are whether they like it or not — I’m a little more reserved and shy than people think.

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You can’t make up enthusiasm.

I took a Max Sacks International professional selling course when I was 19 or 20. It changed my life.

I’m a wee bit of a Renaissance guy who loves doing lots of things. I have a small vineyard and winery on my property, I just rode my bicycle from San Francisco to Los Angeles. And I’m a pilot, scuba diver and magician. Maybe I get bored too easily.

In most cases, I turn off sales movies. I love the sales game and most of the movies are somehow a put-down of salesmanship.

It’s never a good time to take a few days off. You have to find out why you wanted to take the days off and fix that problem.

I play very well with others, but I’m singularly focused.

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What is the goal of a basketball player on offense? Everybody thinks it’s to score. Not true: The goal of a basketball player on offense is to get the ball to the person most likely to score.

Teamwork is the result of individuals doing their jobs. Period. It does not exist in its own universe as a standalone.

We live in a world where you’re absolutely free to fail, and you’re also free to succeed. Pick one — you’re going to get there.

It’s tough right now. Real tough. It doesn’t matter. Ultimately, you still have to make a choice of what you’re going to do. I say, go down in flames being great.

Salesmanship has always been a choice business. Every time a customer comes in, you choose how you’re going to serve him. It’s a choice. And to quote a beer commercial, “Choose wisely, my friend.”

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SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Harry Friedman: This I Know

mm

Published

on

Harry Friedman: This I Know

In his years training top salespeople at big-name businesses across the globe, you can bet Harry Friedman has learned a thing or two. Here, he shares some of those lessons — in his own words. (First published in The SMART Show supplement that shipped with the January edition of INSTORE.)

First published in The SMART Show supplement that shipped with the January edition of INSTORE.

You’ve really gotta know your stuff. Period. If we’re talking about jewelry stores, you’ve gotta go beyond your inventory and know the industry. It’s paramount.

If I’m going to spend my money with somebody, I’m looking and testing for competence. Have a high degree of product knowledge, a hypersensitivity to my needs and don’t appear to have some sort of agenda that’s not pro-customer.

Customers have a ticket, you put on a show. Period. Doesn’t matter if you feel like it or not, or if you’re having a bad day or not. In 30 years, I’ve never put on a presentation with less than an A-plus effort.

Advertisement

Not unlike a lot of other entertainers — which salespeople are whether they like it or not — I’m a little more reserved and shy than people think.

You can’t make up enthusiasm.

I took a Max Sacks International professional selling course when I was 19 or 20. It changed my life.

I’m a wee bit of a Renaissance guy who loves doing lots of things. I have a small vineyard and winery on my property, I just rode my bicycle from San Francisco to Los Angeles. And I’m a pilot, scuba diver and magician. Maybe I get bored too easily.

In most cases, I turn off sales movies. I love the sales game and most of the movies are somehow a put-down of salesmanship.

It’s never a good time to take a few days off. You have to find out why you wanted to take the days off and fix that problem.

Advertisement

I play very well with others, but I’m singularly focused.

What is the goal of a basketball player on offense? Everybody thinks it’s to score. Not true: The goal of a basketball player on offense is to get the ball to the person most likely to score.

Teamwork is the result of individuals doing their jobs. Period. It does not exist in its own universe as a standalone.

We live in a world where you’re absolutely free to fail, and you’re also free to succeed. Pick one — you’re going to get there.

It’s tough right now. Real tough. It doesn’t matter. Ultimately, you still have to make a choice of what you’re going to do. I say, go down in flames being great.

Salesmanship has always been a choice business. Every time a customer comes in, you choose how you’re going to serve him. It’s a choice. And to quote a beer commercial, “Choose wisely, my friend.”

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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