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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

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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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]

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

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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