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Sales Truths: Mama Said There’d Be Days Like This

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WHY IT’S TRUE Mama may not always have been right, but we know she was never wrong! As kids we experienced a lot of these “down” days and yet somehow we survived. Today, we are experiencing some of the greatest challenges in our professional career. The economic challenges we face on almost a daily basis are forcing us to carefully examine our business model, and look at ways we can somehow do things differently, better and with a positive impact.

PLAN OF ACTION Take a close look at your staff. Ask yourself: Are they the quality and caliber of people that you want to help lift your business beyond this recession? If not, seriously consider making some changes. If yes, take the time to train and develop them. Dust off some of the training manuals, videos, CDs, audio cassette tapes DVDs etc. that you purchased and have forgotten about over the years, and use them as a foundation to give your people the skills they need to give you the support you need. Simple stuff like greeting the customer, presenting merchandise, add-on sales, TOs, overcoming objections, and of course closing sales. You don’t want to let Mama down.

[span class=note]This story is from the September 2009 edition of INSTORE[/span]

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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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Dave Richardson

Sales Truths: Mama Said There’d Be Days Like This

mm

Published

on

WHY IT’S TRUE Mama may not always have been right, but we know she was never wrong! As kids we experienced a lot of these “down” days and yet somehow we survived. Today, we are experiencing some of the greatest challenges in our professional career. The economic challenges we face on almost a daily basis are forcing us to carefully examine our business model, and look at ways we can somehow do things differently, better and with a positive impact.

PLAN OF ACTION Take a close look at your staff. Ask yourself: Are they the quality and caliber of people that you want to help lift your business beyond this recession? If not, seriously consider making some changes. If yes, take the time to train and develop them. Dust off some of the training manuals, videos, CDs, audio cassette tapes DVDs etc. that you purchased and have forgotten about over the years, and use them as a foundation to give your people the skills they need to give you the support you need. Simple stuff like greeting the customer, presenting merchandise, add-on sales, TOs, overcoming objections, and of course closing sales. You don’t want to let Mama down.

[span class=note]This story is from the September 2009 edition of INSTORE[/span]

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

Promoted Headlines

Most Popular