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Play For The Team




STAYING SUCCESSFUL IN trying economic times requires a shift in thinking from the individual performance to that of the team.

Having spent thousands of hours with jewelry storeowners and salespeople during the past 25 years, I have noticed that even during difficult times there are always those who are successful. In fact, there are pockets of prosperity all across the country. How can this be? And what are they doing that most stores aren’t?

The answer is quite simple, if almost counterintuitive: It involves a shift of focus from individual performance to team performance.

Here’s how you can do it in three easy steps:

1. Be a team player: Decide right now to bring value to your company.

This may mean turning over a sale to someone else when you feel the chemistry and sale will better suit your customer. Or cleaning and polishing a ring to support a teammate.


The bottom line is making each other look great, and your teammates will admire and respect you even more. The most successful stores in the country work in harmony in order to help the store thrive. Now is the time to become a valuable team player while focusing on what value you can bring to your organization and coworkers.

2. Ask your teammates what you can do for them: Try an experiment today — ask a fellow salesperson if there is anything you can do for him to help with his sales today.

When you ask a question like this you might get the “what’s in it for you” look on their faces. Simply say, “We all have our strengths and weaknesses, but if we help each other focus on our strengths, our passion and compatibility will skyrocket.”

Then the store does great, the team feels more confident, and now you have lots and lots of money!

3. Focus on helping someone else: I have found the easiest way to become positive is focusing on helping others succeed. This will instantly put you back in action mode instead of reaction mode. You will be amazed at how well this works.

The two byproducts of this are an added bonus. First, you will “get out of your own way” and become more focused and productive. Second, other team members within your company will see you as a team player and as being genuine. This is contagious and you will receive more positive energy in return!


Decide right now that you will bring value to your company, and it will return to you over and over again.

Being a team player and supporting each other in sales, asking your teammates what you can do to better support them, and shifting your focus during stressful moments are the three greatest ways to ensure your store has an amazing year.

Abe Sherman is the CEO of BIG - Buyers Intelligence Group. BIG designs solutions for the merchandising challenges facing retail jewelers and manufacturers. BIG utilizes a data analysis tool, Balance to Buy, to help consult with clients and customize their individual experiences and results.

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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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