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Sales Truths: Sales Pros Help Customers Solve Genuine Challenges

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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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This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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Dave Richardson

Sales Truths: Sales Pros Help Customers Solve Genuine Challenges

mm

Published

on

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.

Advertisement

Advertisement

SPONSORED VIDEO

This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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