Sales Truths : It’s all in the eyebrows

Published

11 years ago

May 27, 2013

Dave Richardson

Sales Truths : It’s all in the eyebrows

BY DAVID RICHARDSON

Published in the June 2013 issue.

WHY IT IS TRUE: If your customers or your staff don’t get it, they won’t want it. And if they don’t get it or want it, you won’t get what you want — their attention, respect, performance, money, or the sale. It’s all in the eyebrows … if they don’t move, you are not reaching them, and they are probably not interested. On the other hand, if their eyebrows go up, that means you are getting through. Great! If their eyebrows however, furrow or knit, then you are somehow missing the point.

PLAN OF ACTION: Check it out. Lift your eyebrows, you are very interested. Furrow your eyebrows, you are possibly interested but need more information. Now test it out: watch your sales staff as they make a presentation. Where are the customers’ eyebrows? Up, furrowed or not moving at all? Right away, you get a clear indication as to where this sale might be going. Check out the eyebrows on your staff when you are conducting a sales meeting. Good salespeople, eyebrows are up, or furrowed if you are not getting through. Mediocre salespeople, eyebrows are not moving all. Hmmm. This is a great technique for validating your success and the success of your business. — DAVE RICHARDSON

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.”