Sales Meeting (Feb 23-March 1): 9 Non-Negotiable Rules for Your Sales Floor

INTRODUCTION: Many sales trainers suggest holding sales meetings on Tuesdays or Fridays, but your store’s reality will obviously determine the best time for your meetings. Your weekly meeting can last 30 minutes, 45 minutes or 60 minutes.

Week 8 (Feb 23-Mar 1): The 9 Absolutes — Non-Negotiable Rules for Your Sales Floor

OPENING SEQUENCE (5-7 minutes)

Minutes 1-2: Recognition & Praise

• Start with specific wins from yesterday/this week
• Point out behaviors you want repeated
• Examples: “Sarah’s perfect use of the T.O. technique” or “Mike’s follow-up that brought a $5,000 sale”
• Make it sincere and specific

Minutes 3-4: Numbers Check & Store Updates

• Yesterday’s sales highlights (what sold, who sold it)
• Today’s appointments and special situations
• Rush repairs ready for pickup
• Items no longer in cases
• Quick progress check on weekly/monthly goals
• This week’s spiff

Minutes 5-7: Team Connection

• Inspirational quote (rotate who selects)
• Check current gold prices (market awareness)
• Any personal celebrations to acknowledge
• Set positive energy for the day

CORE TRAINING SECTION (20-45 minutes)

FEATURED SUBJECT

The 9 Absolutes — Non-Negotiable Rules That Separate Good Stores From Great Ones

Shane’s Foundation:

• “Store floor awareness should be our number one priority. Clients will forget what you say and what you do, but they’ll NEVER forget how they were treated. These absolutes give your team structure and accountability.”

The 9 Non-Negotiable Absolutes:

• 1. The Sweet Spot ALWAYS Has Coverage
  • Someone stationed 15 feet from door, left side looking out
  • If one person exits, another immediately takes their place
  • Treat your store like your home – greet at the front door
  • Consider implementing an “up” system
• 2. 5-Second Rule – No Exceptions
  • Everyone acknowledged and greeted within first 5 seconds
  • NEVER greet from behind a case (power position)
  • Always greet from in front of the case
  • Smile, make eye contact, speak – all within 5 seconds
• 3. Team Sell or Turn Over Every Client Not Closed
  • Cardinal sin to let someone leave empty-handed
  • Put the right skill set and personality with each client
  • Use your best closer to help close sales
  • No ego – only results matter
• 4. Try for Add-On on EVERY Ticket
  • One of the weakest areas in our industry
  • Most add-ons take only 30 seconds
  • Client is already in buying mood after first close
  • Use lead-ins: “This has a match” or “This is part of a set”
• 5. Everyone Gets “Wowed”
  • Show high-ticket item before they leave
  • Include repair customers and browsers
  • People love playing with extraordinary jewelry
  • Free advertising that sends referrals and plants seeds
• 6. Gather Complete Information for Follow-Up
  • Anniversaries, birthdays, jewelry preferences
  • Email addresses and cell phone numbers
  • Shows clients how important they are
  • Changes personal selling volume and momentum
• 7. Walk Every Client to the Door
  • Thank them for coming in
  • Give them TWO business cards
  • Ask them to give one to a friend
  • This final touch creates lasting impressions
• 8. Offer Refreshments While They Wait
  • Shows respect for their time
  • Creates comfortable atmosphere
  • Differentiates from competition
  • Especially important during busy times
• 9. Clean and Polish Jewelry Offer
  • Offer to everyone, including non-buyers
  • While cleaning, you can show other pieces
  • Builds goodwill and future sales
  • Creates reasons to stay longer

Implementation Strategy:

• Post these where all staff can see daily
• Have everyone sign agreement to follow
• Hold each other accountable – politely but firmly
• Managers track compliance daily
• Consequences for repeated violations

Practice Elements:

• Role-play each absolute until it’s automatic
• Create accountability partnerships
• Practice polite ways to remind teammates
• Set up systems to ensure coverage

CLOSING SEQUENCE (5-8 minutes)

Action Planning

• Review “wow” opportunities for the day
• Assign follow-up calls
• Preview upcoming store events
• Set individual daily goals
• Quick round: “What’s one thing you’ll implement today?”

Team Member Presentation ALTERNATE WEEKS

• 5-minute presentation by assigned staff
• Topics can include:
  • Book Report: 5-10 key takeaways from a business book
  • Customer Experience Report: What other retailers do well
  • Mystery Shop Report: Insights from visiting competitors
  • Learning Summary: Online course or training completed

FINAL MINUTE

• Restate the main learning point
• Team energy boost (high-five, cheer, or affirmation)
• “Let’s make today count!”
• Open doors ready to excel