Connect with us

Dave Richardson

Sales Truths: Let Employees Lead Your Sales Meetings




WHY IT IS TRUE: It’s Saturday morning before your doors are thrown open to the waiting crowds, and salespeople are gathered for your weekly meeting. Many of them respectfully sit there with their arms folded, because deep down in, they have heard it all before.

PLAN OF ACTION: Challenge your staff by occasionally asking one of them to conduct the Saturday morning sales meeting. Rather than springing a surprise on them late Friday afternoon, find time to sit with them midweek to discuss some of the sales skills with which they are most comfortable. Help them develop half a dozen questions they can pose during the meeting. Give them a flip chart or whiteboard so they can jot down the responses. Help them engage the group in a discussion. Let them know if they have your full support, and watch them shine at “their” Saturday sales meeting. — David Richardson

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


Continue Reading


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.”

Promoted Headlines

Most Popular