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Sales Truths: Forget About What Happened Last Year …

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WHY IT’S TRUE Today’s standard of performance is yesterday’s standard of excellence and tomorrow’s standard of mediocrity.

PLAN OF ACTION Assuming you have a handle on your inventory and your repair business is properly “Gellerized,” your focus should now be on your sales staff. At your weekly sales meeting, focus on just one critical area such as buying signals, closing techniques, add-on sales, TO’s, selling romance. Challenge one sales person each week to study up on a specific selling skill and lead the discussion at the meeting. Yesterday is over… it’s today that counts! — DAVE RICHARDSON

[span class=note]This story is from the July 2011 edition of INSTORE[/span]

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Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Dave Richardson

Sales Truths: Forget About What Happened Last Year …

mm

Published

on

WHY IT’S TRUE Today’s standard of performance is yesterday’s standard of excellence and tomorrow’s standard of mediocrity.

PLAN OF ACTION Assuming you have a handle on your inventory and your repair business is properly “Gellerized,” your focus should now be on your sales staff. At your weekly sales meeting, focus on just one critical area such as buying signals, closing techniques, add-on sales, TO’s, selling romance. Challenge one sales person each week to study up on a specific selling skill and lead the discussion at the meeting. Yesterday is over… it’s today that counts! — DAVE RICHARDSON

[span class=note]This story is from the July 2011 edition of INSTORE[/span]

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

Promoted Headlines

Most Popular