With the Christmas selling season taking up your every moment, you only have time for quick, easy and effective improvements to your holiday sales game. Here are some good ones I found from around the web.
- Tell customers how to give their gift. Says business strategist and sales coach Bob Phibbs: “I worked with a great jeweler this year. They always tell a guy who buys a gift to, ‘Look at her face when you give it, not at the (ring, pendant, etc.) because you want to see her reaction.’ Be creative and your customers will start thinking of their own presentations. (From Bob Phibbs at www.retaildoc.com)
- Utilize gift tables. A gift table, such as a tiered cake table, is a great way to display new merchandise and recommend gifts to customers, especially for items that have shipped in great quantity but don’t quite have a home on the sales floor yet. (From Gretchen Kroll at Tripar International, www.tripar.com)
- Ask to take five minutes off the floor when you get that crazy and overwhelmed feeling. Even better, suggest a five minute breather to a co-worker who clearly needs it. (From Doug Fleener at www.retailcontrarian.com)
- Hum non-holiday music to yourself between presentations. The constant holiday music can start to drive you crazy when you hear it every second of every day. Plus, non-holiday music can keep you focused on the opportunity at hand to make sales, rather than distracting you with holiday-related thoughts. (From Monster.com)
- Stay hydrated! Not enough water can bring on a headache. And, bring a light snack like an apple or Power Bar to munch on between presentations. (From Monster.com)
This article was originally published in December 2014.
JEWELER SUCCESS STORIES
When it was time to close its doors, Cranstoun Court Jewellers of Sun City, Arizona chose Wilkerson to handle its liquidation sale. For all involved, the sale “far exceeded expectations.” But it wasn’t the first time Wilkerson helped sell off the store’s aging merchandise. They were there 13 years before, when ownership changed hands. See how Wilkerson can help you when it’s time to liquidate or sell off aging inventory.
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