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Dave Richardson

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




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]



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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