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Sales Truths : There is no Romance in a Diamond.

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Sales Truths : There is no Romance in a Diamond.

BY DAVID RICHARDSON

Published in the January 2014 issue.

WHY IT IS TRUE: Romance is not a measurable commodity. Romance is fundamentally in the mind and heart of the customer. What the diamond will do for them, how it will help them to achieve their specific goals and objectives, and how to make that occasion very very special.

PLAN OF ACTION: Forget about romancing the stone and examine ways you can find romance in the customer’s heart. How is he really planning to propose? How will he make this anniversary or birthday gift one she will remember for a lifetime? If he doesn’t have an idea, help him come up with one. Make sure your sales staff all have several great proposal, anniversary, birthday, as well as other celebrated holidays, Christmas, Valentine’s Day etc. stories they’re prepared to share. The chances of losing the sale through price negotiation will be significantly reduced. — DAVE RICHARDSON

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Dave Richardson

Sales Truths : There is no Romance in a Diamond.

mm

Published

on

Sales Truths : There is no Romance in a Diamond.

BY DAVID RICHARDSON

Published in the January 2014 issue.

WHY IT IS TRUE: Romance is not a measurable commodity. Romance is fundamentally in the mind and heart of the customer. What the diamond will do for them, how it will help them to achieve their specific goals and objectives, and how to make that occasion very very special.

PLAN OF ACTION: Forget about romancing the stone and examine ways you can find romance in the customer’s heart. How is he really planning to propose? How will he make this anniversary or birthday gift one she will remember for a lifetime? If he doesn’t have an idea, help him come up with one. Make sure your sales staff all have several great proposal, anniversary, birthday, as well as other celebrated holidays, Christmas, Valentine’s Day etc. stories they’re prepared to share. The chances of losing the sale through price negotiation will be significantly reduced. — DAVE RICHARDSON

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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