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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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After 139 Years, A Family Legacy Finds Its Perfect Exit With Wilkerson.

When third-generation jeweler Sam Sipe and his wife Laura decided to close Indianapolis’ historic J.C. Sipe Jewelers, they turned to Wilkerson to handle their retirement sale. “The conditions were right,” Sam explains of their decision to close the 139-year-old business. Wilkerson managed the entire going-out-of-business sale process, from marketing strategy to sales floor operations. “Our goal was to convert our paid inventory into retirement funds,” notes Sam. “The results exceeded expectations.” The Sipes’ advice for jewelers considering retirement? “Contact Wilkerson,” Laura says. “They’ll help you transition into retirement with confidence and financial security.”

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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

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Retiring? Let Wilkerson Do the Heavy Lifting

Retirement can be a great part of life. As Nanji Singadia puts it, “I want to retire and enjoy my life. I’m 78 now and I just want to take a break.” That said, Nanji decided that the best way to move ahead was to contact the experts at Wilkerson. He chose them because he knew that closing a store is a heavy lift. To maximize sales and move on to the next, best chapter of his life, he called Wilkerson—but not before asking his industry friends for their opinion. He found that Wilkerson was the company most recommended and says their professionalism, experience and the homework they did before the launch all helped to make his going out of business sale a success. “Wilkerson were working on the sale a month it took place,” he says. “They did a great job.”

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