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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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Celebrate Your Retirement with Wilkerson

For nearly three decades, Suzanne and Tom Arnold ran a successful business at Facets Fine Jewelry in Arlington, Va. But the time came when the Arnolds wanted to do some of the things you put off while you’ve got a business to run. “We decided it was time to retire,” says Suzanne, who claims the couple knew how to open a store, how to run a store but “didn’t know how to close a store.” So, they hired Wilkerson to do it for them. When she called, Suzanne says Wilkerson offered every option for the sale she could have hoped for. Better still, “the sale exceeded our financial goals like crazy,” she says. And customers came, not only to take advantage of the going-out-of-business buys and mark-downs, but to wish a bon voyage to the beloved proprietors of a neighborhood institution. “People were celebrating our retirement, and that was so special,” says says.

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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

Celebrate Your Retirement with Wilkerson

For nearly three decades, Suzanne and Tom Arnold ran a successful business at Facets Fine Jewelry in Arlington, Va. But the time came when the Arnolds wanted to do some of the things you put off while you’ve got a business to run. “We decided it was time to retire,” says Suzanne, who claims the couple knew how to open a store, how to run a store but “didn’t know how to close a store.” So, they hired Wilkerson to do it for them. When she called, Suzanne says Wilkerson offered every option for the sale she could have hoped for. Better still, “the sale exceeded our financial goals like crazy,” she says. And customers came, not only to take advantage of the going-out-of-business buys and mark-downs, but to wish a bon voyage to the beloved proprietors of a neighborhood institution. “People were celebrating our retirement, and that was so special,” says says.

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