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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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Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Just Say “No!” Already

Published

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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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var disqus_shortname = ‘instoremag’; // required: replace example with your forum shortname

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var dsq = document.createElement(‘script’); dsq.type = ‘text/javascript’; dsq.async = true;
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})();

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

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Most Popular