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Dave Richardson

Sales Truths: Salespeople Must Help Drive Traffic To Your Store




WHY IT IS TRUE: For most, if not all salespeople, their livelihood is based on successful ongoing performance in your store. It is one thing to complete the sale and stick the commission in their pocket … it is quite another to build a strong, enduring relationship.

PLAN OF ACTION: When people close a sale they should always get the customer’s name, address, phone number, and email address for later follow-up. If the customer isn’t going to buy, the salesperson should turn the individual over to another associate, who should also try to get that information. Create a simple form that can be filled in after the sale, which includes space for all the key data (customer’s name, spouse’s name, kids and grandkids’ names, etc.) — David Richardson

This article originally appeared in the February 2016 edition of INSTORE.



Wilkerson Testimonials

When Liquidation Is the Best Option, This Legendary Jeweler Chose Wilkerson

George Koueiter & Sons Jewelers, a 65-year old jewelry institution in Grosse Pointe, MI, had always been a mainstay in this suburban Detroit community. But when owners George and Paul Koueiter were ready to retire, they made the decision to close rather than sell. “We decided our best option to do the liquidation sale was Wilkerson,” says Paul Koueiter. The results, says George Koueiter, exceeded expectations and the process was easy. “Wilkerson just kept us in mind,” says George. “They never did anything without asking and whatever they asked us to do was just spot on.”

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