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Dave Richardson

Why Getting a Client to Talk About Themselves Can Help You Close the Sale

It proves you care.

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WHY IT IS TRUE: The more you get them to talk about themselves, the higher your closing ratio will be.

PLAN OF ACTION: Ask them questions about how they met, what some of their plans for the future are, etc. Just the fact that you are interested in them, and how they met, will go a long way to helping you close the sale.

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Why This Fourth-Generation Jeweler Chose Wilkerson for a Very Special Sale

Parian & Sons of Franklin Lakes, NJ was founded in the early part of the 20th century. But even stores that have successfully made it through the Great Depression, a World War and the Woodstock Generation must come to an end. With no family wanting to continue the tradition, the time was right for Glenn Parian and his wife, Maria, to retire. And what better way to do so than by hiring Wilkerson to help with the store’s liquidation sale. As Glenn puts it, with his credit card machine humming to the tune of up to 200 transactions a day, he couldn’t have done it without Wilkerson. “This is what they do,” he says. “This is what they do for everybody.”

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