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Line Time: Now That You’ve Already Been Softened Up …




What to say and when to say itA repair customer comes to you complaining about the four other stores where she went for a quote. You know what the problem is and that fixing it won’t be cheap. Start to break this news by saying:  
?Now that you’ve already been softened up …? 
WHY? It’s funny, real, and puts your pricing into perspective relative to the customer’s recent experiences. But say it with a smile ? and genuine compassion. 
source: Michelle Nichols, BusinessWeek 



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Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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