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

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Published

10 years ago

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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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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

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

mm

Published

10 years ago

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

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular