Dave Richardson Here’s a Training Exercise to See How Well Your Team Knows Your Clientele Here’s the fastest way to see how much your team knows about the customers they serve. Published 3 years ago on November 9, 2018 By INSTORE Staff Instore November 2018 Issue Share Tweet Knowing Your Customer is Critical WHY IT IS TRUE: Selling used to be about transaction; now it is about relationships. How many customers are in your database and what do you know about each of them? PLAN OF ACTION: On a sheet of paper, ask your salespeople to write down the names of your top 50 customers. Ask them to write something they know about that customer, their spouse, hobbies, etc. Train your team based on how well they know your clientele. Related Topics: sales tipssales trainingSales Truths click to Comment(Comment) Up Next Why Attitude Is More Important Than Experience When Hiring Don't Miss Here’s How to Get the First “Yes” in An Engagement Ring Sale INSTORE Staff Over the years, INSTORE has won 80 international journalism awards for its publication and website. Contact INSTORE's editors at [email protected]. Advertisement SPONSORED VIDEO Thinking of Liquidating? Think: Wilkerson When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says. You may like Promoted Headlines Thinking of Liquidating? Think: Wilkerson Wilkerson Consolidating Stores? Time to Call the Experts! Wilkerson It’s Going to Set Us Up Very Nicely for Retirement Wilkerson Advertisement Latest Trending Videos Press Releases1 day ago SJTA Announces 2022 Board of Directors Columns1 day ago Here’s Why You Should Consider Hiring a Business Coach Cover Stories1 day ago 23 Ways to Do More in Your Business by Doing Less Benchmarks3 days ago These Jewelry Retailers Grab Shoppers’ Interest with Inventive Displays Headlines3 days ago $8.7M in Fake Jewelry Seized in Cincinnati and Indianapolis Best of The Best1 week ago Louisiana Jeweler To Launch Diamonds into Space Jimmy Degroot1 week ago Video: Fix the ‘Glitches’ in Your Jewelry Business Jimmy Degroot1 month ago Video: Everyone in Your Jewelry Store Can Get Along. Here’s How. Sponsored Webinars2 months ago Podium Presents: SMS Marketing 101 for Jewelry Retailers Advertisement SubscribeBULLETINS INSTORE helps you become a better jeweler with the biggest daily news headlines and useful tips. (Mailed 5x per week.) Latest Comments Most Popular Benchmarks3 days ago These Jewelry Retailers Grab Shoppers’ Interest with Inventive Displays Headlines3 days ago $8.7M in Fake Jewelry Seized in Cincinnati and Indianapolis Best of The Best1 week ago Louisiana Jeweler To Launch Diamonds into Space Celebrity Jewelry5 days ago The ’60s Make a Comeback in Jewelry and Fashion Benchmarks3 days ago 11 Intriguing Examples of Jewelry Store Window Displays Hot Sellers5 days ago 90 Percent of Surveyed Jewelers Reported Growth in December. Here’s What They Sold Cover Stories1 day ago 23 Ways to Do More in Your Business by Doing Less Celebrity Jewelry3 days ago Judge the Jewels: Were Pharrell’s Diamond Tiffany & Co. Sunglasses Inspired by a Famous Antique?