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Sales Truths: Success Breeds Success

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Sales Truths: Success Breeds Success

BY DAVID RICHARDSON

Sales Truths: Success Breeds Success

Published in the June 2012 issue.

WHY IT IS TRUE: When a group of successful salespeople get together at a meeting or perhaps a convention or just for happy hour after work, they have a tendency to brag about some of their sales successes. Proud of what they do, they don’t hesitate to boldly share it with others whom they respect.

PLAN OF ACTION: Schedule 15 minutes every other day just before the store opens and ask one person to share a great sales success he had with one customer. This can be a success with a recent customer or perhaps a highly successful sale in the past. Participants in the meeting are charged with the responsibility of asking questions such as: What objections were presented, and how did you overcome them? What buying signals did the customer use that indicated their interest? What did you do to upsell or add-on? Contrast the mood of the customer at beginning of the sale with his mood at the end of the sale. Your sales staff will leave this meeting energized and ready to sell. The best sales ideas are not necessarily learned from a sales trainer, but from those with whom you work every day. — DAVE RICHARDSON

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This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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Dave Richardson

Sales Truths: Success Breeds Success

mm

Published

on

Sales Truths: Success Breeds Success

BY DAVID RICHARDSON

Sales Truths: Success Breeds Success

Published in the June 2012 issue.

WHY IT IS TRUE: When a group of successful salespeople get together at a meeting or perhaps a convention or just for happy hour after work, they have a tendency to brag about some of their sales successes. Proud of what they do, they don’t hesitate to boldly share it with others whom they respect.

PLAN OF ACTION: Schedule 15 minutes every other day just before the store opens and ask one person to share a great sales success he had with one customer. This can be a success with a recent customer or perhaps a highly successful sale in the past. Participants in the meeting are charged with the responsibility of asking questions such as: What objections were presented, and how did you overcome them? What buying signals did the customer use that indicated their interest? What did you do to upsell or add-on? Contrast the mood of the customer at beginning of the sale with his mood at the end of the sale. Your sales staff will leave this meeting energized and ready to sell. The best sales ideas are not necessarily learned from a sales trainer, but from those with whom you work every day. — DAVE RICHARDSON

Advertisement

Advertisement

SPONSORED VIDEO

This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

Promoted Headlines

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