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Sales Truths: A Rolling Stone Gathers No Moss

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WHY IT’S TRUE A boulder rolling down a hill not only gathers no moss, but probably becomes dirty and damaged along the way. Dumping a large amount of sales training techniques upon your staff during a store meeting increases the chance of severe “information overload.” If people cannot effectively process all of the techniques and strategies you are teaching, then the application with a customer is severely diminished.

PLAN OF ACTION pend productive sales training time focusing upon specific education modules rather than everything related to the sale. Select critical items such as add-on sales. Ask specific questions such as, “We just closed the sale, why don’t we add on?” Get their input and ask other questions such as, “What do we add on?” “When do we add-on?” “What do we say to the customer?” Once you have involved everyone in a productive discussion, challenge each person to try for just one add-on sale every day (or to apply whatever the lesson is for that week).

[span class=note]This story is from the December 2010 edition of INSTORE[/span]

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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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Dave Richardson

Sales Truths: A Rolling Stone Gathers No Moss

mm

Published

on

WHY IT’S TRUE A boulder rolling down a hill not only gathers no moss, but probably becomes dirty and damaged along the way. Dumping a large amount of sales training techniques upon your staff during a store meeting increases the chance of severe “information overload.” If people cannot effectively process all of the techniques and strategies you are teaching, then the application with a customer is severely diminished.

PLAN OF ACTION pend productive sales training time focusing upon specific education modules rather than everything related to the sale. Select critical items such as add-on sales. Ask specific questions such as, “We just closed the sale, why don’t we add on?” Get their input and ask other questions such as, “What do we add on?” “When do we add-on?” “What do we say to the customer?” Once you have involved everyone in a productive discussion, challenge each person to try for just one add-on sale every day (or to apply whatever the lesson is for that week).

[span class=note]This story is from the December 2010 edition of INSTORE[/span]

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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Most Popular