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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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SPONSORED VIDEO

Wilkerson Testimonials | Sollberger’s

Going Out of Business Is an Emotional Journey. Wilkerson Is There to Make It Easier.

Jaki Cowan, the owner of Sollberger’s in Ridgeland, MS, decided the time was right to close up shop. The experience, she says, was like going into the great unknown. There were so many questions about the way to handle the store’s going-out-of-business sale. Luckily for Cowan, Wilkerson made the transition easier and managed everything, from marketing to markdowns.

“They think of everything that you don’t have the time to think of,” she says of the Wilkerson team that was assigned to manage the sale. And it was a total success, with financial goals met by Christmas with another sale month left to go.

Wilkerson even had a plan to manage things while Covid-19 restrictions were still in place. This included limiting the number of shoppers, masking and taking temperatures upon entrance. “We did everything we could to make the staff and public feel as safe as possible.”

Does she recommend Wilkerson to other retailers thinking of retiring, liquidating or selling excess merchandise? Absolutely. “If you are considering going out of business, it’s obviously an emotional journey. But truly rest assured that you’re in good hands with Wilkerson.”

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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

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Sollberger’s

Going Out of Business Is an Emotional Journey. Wilkerson Is There to Make It Easier.

Jaki Cowan, the owner of Sollberger’s in Ridgeland, MS, decided the time was right to close up shop. The experience, she says, was like going into the great unknown. There were so many questions about the way to handle the store’s going-out-of-business sale. Luckily for Cowan, Wilkerson made the transition easier and managed everything, from marketing to markdowns.

“They think of everything that you don’t have the time to think of,” she says of the Wilkerson team that was assigned to manage the sale. And it was a total success, with financial goals met by Christmas with another sale month left to go.

Wilkerson even had a plan to manage things while Covid-19 restrictions were still in place. This included limiting the number of shoppers, masking and taking temperatures upon entrance. “We did everything we could to make the staff and public feel as safe as possible.”

Does she recommend Wilkerson to other retailers thinking of retiring, liquidating or selling excess merchandise? Absolutely. “If you are considering going out of business, it’s obviously an emotional journey. But truly rest assured that you’re in good hands with Wilkerson.”

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Most Popular