Sales Truths: It’s Better To Try And Lose Than Not To Try At All

Published

17 years ago

July 2, 2008

Dave Richardson

Keys To Selling

TRUTH #4

WHY IT’S TRUE: Salespeople face challenges every day such as closing a high ticket item, trying for add-on sales, or calling customers to inform them of something special. We all know people who have been successful in each of these areas because they tried.

PLAN OF ACTION: Pick up the telephone and call your customers to remind them of their anniversary or share some new item you know they will like. Afraid to be perceived as a telemarketer? Well don’t be, because a telemarketer makes random calls from a computer generated list. You are calling someone who knows and trusts you. The department store cosmetician calls to tell you about a new lipstick. And what do you say? “Thank you very much for thinking about me.” Your customers will likewise thank you for thinking about them

Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."