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Nametag Rock: Scott Ginsberg’s Greatest Hits

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Nametag Rock: Scott  Ginsberg’s Greatest Hits

Big news for those of you coming to the inaugural SMART Show Dallas. Our show keynote speaker — Scott Ginsberg, aka “The Nametag Guy” — is signed, sealed and about to be delivered to an audience of jewelers this September.

As mentioned in my last post, we’re really excited to be bringing “Nametag Guy” Scott Ginsberg to jewelers as our keynote speaker at The SMART Show Dallas (coming September 8-10 at The Gaylord Texan Resort in Grapevine, TX). If you haven’t seen Scott yet, you’re in for a treat.

Says Loann Stokes of the Brain Squad, who saw Scott at the SMART Show Chicago in 2011: “Best session ever: Scott Ginsberg. He was an awesome speaker and really made you think about the bigger picture.”

Here are a few favorite ideas we’ve shared from Scott over the years (via INSTORE and The SMART Show):

  • Avoid weasel words like “may”, “might”, and “could”. Because they suggest to your customer that you’re not confident in what you’re saying. Use alternatives such as “definitely,” “we will,” “I know” and “consider it done.”
  • “Loving what you do isn’t enough. You have to elope with what you do. You have to be pathologically obsessed with what you do. You have to get a tattoo of what you do’s name on your ass.”
  • Got a “just looking” customer? Ginsberg talks about a car dealership who hands out “just looking” buttons to customers, telling them, “We won’t acknowledge you whatsoever until that button comes off.” Excellent idea!
  • Make the mundane memorable. Add an offbeat question to your voicemail message. Ginsberg once asked “What’s your favorite kind of pizza?” on his voicemail message. Responses from his customers filled up an answering-machine tape.
  • Every week, have a meeting called “Mistake Monday” … boss starts off, telling one mistake he made in the last week and three things learned from it. Everybody else follows. It’s okay to make mistakes. It’s not okay to not learn from your mistakes
  • “No one should ever ask customers any question that will result in the answer, “Fine.” That’s an acronym for Feelings I’m Not Expressing,” says Scott Ginsberg, author of HOW TO BE THAT GUY and THE APPROACHABLE SALESPERSON. “Instead, employees should ask only open-ended, passion-finding questions like, ‘What keeps you busy outside of work?’ and ‘What was the best part about your week?’ The question, ‘So, what do you do?’ should be outlawed completely. Because your job isn’t to learn what people do — it’s to learn who they are. Only then can you suggest the right jewelry to fit their individual truth.”
  • “Nobody notices normal. Nobody buys boring. Nobody pays for average.” Challenge for jewelers is to make the mundane memorable.
  • A trend that’s not going away … “Crazy is the new sane.” And “If you’re not a little nuts, you’re a putz.”
Ready to register for the SMART Jewelry Show Dallas? Mosey on over here.

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When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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David Squires

Nametag Rock: Scott Ginsberg’s Greatest Hits

Published

on

Nametag Rock: Scott  Ginsberg’s Greatest Hits

Big news for those of you coming to the inaugural SMART Show Dallas. Our show keynote speaker — Scott Ginsberg, aka “The Nametag Guy” — is signed, sealed and about to be delivered to an audience of jewelers this September.

As mentioned in my last post, we’re really excited to be bringing “Nametag Guy” Scott Ginsberg to jewelers as our keynote speaker at The SMART Show Dallas (coming September 8-10 at The Gaylord Texan Resort in Grapevine, TX). If you haven’t seen Scott yet, you’re in for a treat.

Says Loann Stokes of the Brain Squad, who saw Scott at the SMART Show Chicago in 2011: “Best session ever: Scott Ginsberg. He was an awesome speaker and really made you think about the bigger picture.”

Here are a few favorite ideas we’ve shared from Scott over the years (via INSTORE and The SMART Show):

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  • Avoid weasel words like “may”, “might”, and “could”. Because they suggest to your customer that you’re not confident in what you’re saying. Use alternatives such as “definitely,” “we will,” “I know” and “consider it done.”
  • “Loving what you do isn’t enough. You have to elope with what you do. You have to be pathologically obsessed with what you do. You have to get a tattoo of what you do’s name on your ass.”
  • Got a “just looking” customer? Ginsberg talks about a car dealership who hands out “just looking” buttons to customers, telling them, “We won’t acknowledge you whatsoever until that button comes off.” Excellent idea!
  • Make the mundane memorable. Add an offbeat question to your voicemail message. Ginsberg once asked “What’s your favorite kind of pizza?” on his voicemail message. Responses from his customers filled up an answering-machine tape.
  • Every week, have a meeting called “Mistake Monday” … boss starts off, telling one mistake he made in the last week and three things learned from it. Everybody else follows. It’s okay to make mistakes. It’s not okay to not learn from your mistakes
  • “No one should ever ask customers any question that will result in the answer, “Fine.” That’s an acronym for Feelings I’m Not Expressing,” says Scott Ginsberg, author of HOW TO BE THAT GUY and THE APPROACHABLE SALESPERSON. “Instead, employees should ask only open-ended, passion-finding questions like, ‘What keeps you busy outside of work?’ and ‘What was the best part about your week?’ The question, ‘So, what do you do?’ should be outlawed completely. Because your job isn’t to learn what people do — it’s to learn who they are. Only then can you suggest the right jewelry to fit their individual truth.”
  • “Nobody notices normal. Nobody buys boring. Nobody pays for average.” Challenge for jewelers is to make the mundane memorable.
  • A trend that’s not going away … “Crazy is the new sane.” And “If you’re not a little nuts, you’re a putz.”
Ready to register for the SMART Jewelry Show Dallas? Mosey on over here.

/* * * CONFIGURATION VARIABLES: EDIT BEFORE PASTING INTO YOUR WEBPAGE * * */
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

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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