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Shane Decker: Write $1 Million a Year

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Here are six tools to help you do it.

Shane Decker: Write $1 Million a Year

On  Sales Strategies: Write $1 Million a Year

Here are six tools to help you do it.

BY SHANE DECKER

Shane Decker: Write $1 Million a Year

Published in the June 2012 issue.

Ayear ago, INDESIGN ran a story called “Million Dollar Babies” that chronicled million-dollar-plus single-item sales closed by some of the best salespeople in the industry. Since then, I’ve had salespeople asking me what they need to do to reach a million dollars a year. Here are the six tools you need in order to do it:

1) COMMON SENSE
DEFINITION: Sound, practical judgment.
>> Common sense allows you to handle all objections and answer all of a client’s questions, which gives him confidence in his purchase. It comes from experience and knowledge. And it shows when you’re comfortable in your skin.

2) PEOPLE SKILLS
DEFINITION: Understanding ourselves and others, and moderating our response to their needs in a friendly way.
>> People skills allow you to make each client feel like the most important person you’ve waited on all day. They also mean knowing when to get out of your own sales presentation because another salesperson’s personality will match the client’s better than yours.

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3) COMMUNICATION SKILLS
DEFINITION: To make known or to transfer important information.
>> Strong communication means doing two things: asking the proper questions (relationship and selling-specific) and listening well. Relationship questions allow you to get to know the client and find out what event they’re celebrating, and selling-specific questions allow you to find out what the client’s “exacts” are (so you can sell him what he wants, not what you want him to have.)

4) PROACTIVE SALESMANSHIP
DEFINITION: A sales associate’s ability to follow up.
>> A lot of salespeople commit a sale killer by getting a client’s name when they close the sale and are writing up the ticket. This makes the client think you didn’t care about who he was until then. To get his name, introduce yourself when he first comes in (he’ll then give you his). Then get the spouse’s name and other important information like anniversary dates or birthdays during the casual part of the conversation. Proactive salesmanship also means sending everyone a thank-you card, not just on sales over $1,000.

5 ) PROFESSIONALISM
DEFINITION: Always telling the truth, selling with integrity, and ethically representing your store.
>> My father used to say, “Excuses are just lies for your sh**.” If you lie to sell, are you going to remember what you told them the next time they come in? Know what you’re talking about. Get product and GIA training. Professionalism is improving yourself. That’s a never-ending job.

6) TEAMWORK
DEFINITION: Unselfish recognition to reach a common goal.
>>Teamwork deals with helping others succeed and not worrying about whose name is on the sales ticket. Clients love to see people helping each other. When you team-sell, closing ratios soar, everyone wins and nothing falls between the cracks.

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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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Shane Decker

Shane Decker: Write $1 Million a Year

mm

Published

on

Here are six tools to help you do it.

Shane Decker: Write $1 Million a Year

On  Sales Strategies: Write $1 Million a Year

Here are six tools to help you do it.

BY SHANE DECKER

Shane Decker: Write $1 Million a Year

Published in the June 2012 issue.

Ayear ago, INDESIGN ran a story called “Million Dollar Babies” that chronicled million-dollar-plus single-item sales closed by some of the best salespeople in the industry. Since then, I’ve had salespeople asking me what they need to do to reach a million dollars a year. Here are the six tools you need in order to do it:

1) COMMON SENSE
DEFINITION: Sound, practical judgment.
>> Common sense allows you to handle all objections and answer all of a client’s questions, which gives him confidence in his purchase. It comes from experience and knowledge. And it shows when you’re comfortable in your skin.

Advertisement

2) PEOPLE SKILLS
DEFINITION: Understanding ourselves and others, and moderating our response to their needs in a friendly way.
>> People skills allow you to make each client feel like the most important person you’ve waited on all day. They also mean knowing when to get out of your own sales presentation because another salesperson’s personality will match the client’s better than yours.

3) COMMUNICATION SKILLS
DEFINITION: To make known or to transfer important information.
>> Strong communication means doing two things: asking the proper questions (relationship and selling-specific) and listening well. Relationship questions allow you to get to know the client and find out what event they’re celebrating, and selling-specific questions allow you to find out what the client’s “exacts” are (so you can sell him what he wants, not what you want him to have.)

4) PROACTIVE SALESMANSHIP
DEFINITION: A sales associate’s ability to follow up.
>> A lot of salespeople commit a sale killer by getting a client’s name when they close the sale and are writing up the ticket. This makes the client think you didn’t care about who he was until then. To get his name, introduce yourself when he first comes in (he’ll then give you his). Then get the spouse’s name and other important information like anniversary dates or birthdays during the casual part of the conversation. Proactive salesmanship also means sending everyone a thank-you card, not just on sales over $1,000.

5 ) PROFESSIONALISM
DEFINITION: Always telling the truth, selling with integrity, and ethically representing your store.
>> My father used to say, “Excuses are just lies for your sh**.” If you lie to sell, are you going to remember what you told them the next time they come in? Know what you’re talking about. Get product and GIA training. Professionalism is improving yourself. That’s a never-ending job.

6) TEAMWORK
DEFINITION: Unselfish recognition to reach a common goal.
>>Teamwork deals with helping others succeed and not worrying about whose name is on the sales ticket. Clients love to see people helping each other. When you team-sell, closing ratios soar, everyone wins and nothing falls between the cracks.

Advertisement

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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