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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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When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

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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

When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

Promoted Headlines

Most Popular