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Sales Truth

Never Be Afraid to Hop in a Car and Hand-Deliver an Item

You could make a customer for life.

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WHY IT IS TRUE: The resulting gesture will be phenomenal. The customer will be pleased, and will not only become a customer for life, but will tell all of her friends about this generous experience.

PLAN OF ACTION: Follow up with the customer by phone to make sure everything went well, and most importantly, to validate your action in this difficult situation. You now have a customer for life.

David Richardson is a certified professional speaker and a consultant to retail jewelers and manufacturers worldwide helping them grow their diamond bridal engagement business.

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Wilkerson Testimonials

When Liquidation Is the Best Option, This Legendary Jeweler Chose Wilkerson

George Koueiter & Sons Jewelers, a 65-year old jewelry institution in Grosse Pointe, MI, had always been a mainstay in this suburban Detroit community. But when owners George and Paul Koueiter were ready to retire, they made the decision to close rather than sell. “We decided our best option to do the liquidation sale was Wilkerson,” says Paul Koueiter. The results, says George Koueiter, exceeded expectations and the process was easy. “Wilkerson just kept us in mind,” says George. “They never did anything without asking and whatever they asked us to do was just spot on.”

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