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Just Say “No!” Already

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Just Say “No!” Already

Biggest pet peeve in jewellery sales? It’s got to be when a client withholds the truth and doesn’t tell you how they really feel about what you’re trying to sell them! They walk away and you have no clue whether they really liked the last thing you showed them. They must think they’re trying to spare our feelings by not saying, “there’s no way I’d ever wear that,” or “actually it’s out of my budget and I don’t like it enough to stretch my budget.”

If that’s your biggest pet peeve, then you’re not asking enough closing questions. Plain and simple. I’m not going to go into an entire selling/closing discussion here, but if you don’t know what I’m talking about, ask your boss.

For those of you who do know what I’m talking about, check yourself this week. During every sales presentation, make sure you probe to see if you’re closing the best possible design. My pal Lilian is really good at sensing when a sale is going nowhere, and asks whether the ring is too wide, or the price too high, or if the client would like to explore other options; all in order to redirect the sales process to a more suitable option.

If you seldom hear a client give you a firm “yes” or a firm “no,” then you’ve probably not asked them a decisive closing question. Just watch an episode ofSay Yes to the Dress. Every bride gets asked the famous closing question, “Are you going to say yes to this dress?”

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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.

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Just Say “No!” Already

Published

on

Just Say “No!” Already

Biggest pet peeve in jewellery sales? It’s got to be when a client withholds the truth and doesn’t tell you how they really feel about what you’re trying to sell them! They walk away and you have no clue whether they really liked the last thing you showed them. They must think they’re trying to spare our feelings by not saying, “there’s no way I’d ever wear that,” or “actually it’s out of my budget and I don’t like it enough to stretch my budget.”

If that’s your biggest pet peeve, then you’re not asking enough closing questions. Plain and simple. I’m not going to go into an entire selling/closing discussion here, but if you don’t know what I’m talking about, ask your boss.

For those of you who do know what I’m talking about, check yourself this week. During every sales presentation, make sure you probe to see if you’re closing the best possible design. My pal Lilian is really good at sensing when a sale is going nowhere, and asks whether the ring is too wide, or the price too high, or if the client would like to explore other options; all in order to redirect the sales process to a more suitable option.

If you seldom hear a client give you a firm “yes” or a firm “no,” then you’ve probably not asked them a decisive closing question. Just watch an episode ofSay Yes to the Dress. Every bride gets asked the famous closing question, “Are you going to say yes to this dress?”

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Please enable JavaScript to view the comments powered by Disqus.
blog comments powered by Disqus

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.

Promoted Headlines

Most Popular