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Sales Truths : Life is 80% Perception and 20% Reality

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Sales Truths : Life is 80% Perception and 20% Reality

BY DAVID RICHARDSON

Published in the October 2013 issue.

WHY IT IS TRUE: The reality: A couple married for 40 years comes into the store and announces that they would like to trade in their wedding set on something much “nicer.” After 20 productive minutes they make a selection, make the trade and prepare to walk out of the store. With a smile on your face, you wish them the very best. Hmmm.

PLAN OF ACTION: The reality: The woman just traded in one of the most prized possessions in her life, her wedding set. Yes, they are happy, but could you make them even happier? Consider suggesting that you could create a pendant from the wedding set that would make a beautiful heirloom for one of their children or grandchildren. It would be an heirloom they would treasure forever. Got multiple children or grandchildren? Could be a great opportunity to create multiple heirlooms they would treasure forever. Never — DAVE RICHARDSON

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When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

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Dave Richardson

Sales Truths : Life is 80% Perception and 20% Reality

mm

Published

on

Sales Truths : Life is 80% Perception and 20% Reality

BY DAVID RICHARDSON

Published in the October 2013 issue.

WHY IT IS TRUE: The reality: A couple married for 40 years comes into the store and announces that they would like to trade in their wedding set on something much “nicer.” After 20 productive minutes they make a selection, make the trade and prepare to walk out of the store. With a smile on your face, you wish them the very best. Hmmm.

PLAN OF ACTION: The reality: The woman just traded in one of the most prized possessions in her life, her wedding set. Yes, they are happy, but could you make them even happier? Consider suggesting that you could create a pendant from the wedding set that would make a beautiful heirloom for one of their children or grandchildren. It would be an heirloom they would treasure forever. Got multiple children or grandchildren? Could be a great opportunity to create multiple heirlooms they would treasure forever. Never — DAVE RICHARDSON

Advertisement

SPONSORED VIDEO

When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

Promoted Headlines

Most Popular