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Dave Richardson

Sales Truths: Sales Pros Help Customers Solve Genuine Challenges




WHY IT IS TRUE: The only reason anyone buys anything is to resolve a genuine challenge. Whether it is an engagement ring, anniversary, birthday, Valentine’s Day gift or a necklace to accent a new outfit, they have a genuine challenge.

PLAN OF ACTION: Your goal becomes making their life better, less stressful, and more efficient. This will separate you from the masses, and establish you as someone who makes situations better, not worse. Simple questions such as: “How do you plan to propose?” … “What have you surprised her with in the past?” … “Tell me about your new outfit” will get them focusing on the real purpose for visiting your store. Encourage them to talk about their desired “outcomes,” and your sale will close more easily. — David Richardson

This article originally appeared in the September 2016 edition of INSTORE.


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Wilkerson Testimonials

A Liquidation Sale during a Pandemic? Wilkerson Showed Them the Way

For 25 years, Stafford Jewelers of Cincinnati, Ohio, was THE place to go for special gifts, engagement diamonds, high-end Swiss watch brands — in other words, the crème de la crème of fine jewelry. But this summer, the Stafford family was ready to retire. So, they chose Wilkerson to help them close up shop. “One of the biggest concerns was having the sale in the middle of COVID,” says Director of Stores Michelle Randle. Wilkerson gave the Stafford team plenty of ideas as well as safety guidelines, which they closely followed. “All of the employees felt safe, the customers coming in the door felt safe and we did a lot of business,” says Randle. How much business? “The inventory flew,” she says. Translation: They sold millions and millions of dollars-worth of merchandise. Randle calls it, “an incredible experience.” Would she recommend Wilkerson to other retailers who are thinking of thinning their inventories or retiring? “Everyone got more than what they expected out of the sale. You have to hire Wilkerson. They’re amazing.”

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