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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

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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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

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

Promoted Headlines

Most Popular