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Dave Richardson

Sales Truths: A Rolling Stone Gathers No Moss




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]



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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