Multimedia Highlights

Podcast Highlight: Stuck in the Sales Process? Hop Onto the “Yes Train”!

Once you get it rolling, it’s hard to stop.

Published

4 years ago

November 6, 2019

INSTORE Staff

IN THE LATEST EPISODE of Over the Counter, host Kyle Bullock, owner of Bullock’s Jewelry in Roswell, NM, tells the story of Denise Oros of Linnea Jewelers in LaGrange, IL, and what Denise did when a customer entered her store and asked for a very expensive item that simply wasn’t right for her.

In the end, the customer ends up not buying anything, but she truly appreciates Denise’s honesty. In this short excerpt from the podcast, hear about the sales technique that Denise calls “the yes train” and why it works so well for her.

Or catch the full podcast below.

OVER THE COUNTER EPISODE 15: HONESTY PAYS (9:51 MINUTES)

When There’s No Succession Plan, Call Wilkerson

Bob Wesley, owner of Robert C. Wesley Jewelers in Scottsdale, Ariz., was a third-generation jeweler. When it was time to enjoy life on the other side of the counter, he weighed his options. His lease was nearing renewal time and with no succession plan, he decided it was time to call Wilkerson. There was plenty of inventory to sell and at first, says Wesley, he thought he might try to manage a sale himself. But he’s glad he didn’t. “There’s no way I could have done this as well as Wilkerson,” he says. Wilkerson took responsibility for the entire event, with every detail — from advertising to accounting — done, dusted and managed by the Wilkerson team. “It’s the complete package,” he says of the Wilkerson method of helping jewelers to easily go on to the next phase of their lives. “There’s no way any retailer can duplicate what they’ve done.”