Sales Truths: A Rolling Stone Gathers No Moss

Published

15 years ago

November 26, 2010

Dave Richardson

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]

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.