Sales Truths: Success Breeds Success

Published

14 years ago

May 10, 2012

Dave Richardson

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

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.