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Dave Richardson

Sales Truths: Forget About What Happened Last Year …




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]



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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