Connect with us

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

Advertisement

SPONSORED VIDEO

Celebrate Your Retirement with Wilkerson

For nearly three decades, Suzanne and Tom Arnold ran a successful business at Facets Fine Jewelry in Arlington, Va. But the time came when the Arnolds wanted to do some of the things you put off while you’ve got a business to run. “We decided it was time to retire,” says Suzanne, who claims the couple knew how to open a store, how to run a store but “didn’t know how to close a store.” So, they hired Wilkerson to do it for them. When she called, Suzanne says Wilkerson offered every option for the sale she could have hoped for. Better still, “the sale exceeded our financial goals like crazy,” she says. And customers came, not only to take advantage of the going-out-of-business buys and mark-downs, but to wish a bon voyage to the beloved proprietors of a neighborhood institution. “People were celebrating our retirement, and that was so special,” says says.

Promoted Headlines

Most Popular

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

Advertisement

SPONSORED VIDEO

Celebrate Your Retirement with Wilkerson

For nearly three decades, Suzanne and Tom Arnold ran a successful business at Facets Fine Jewelry in Arlington, Va. But the time came when the Arnolds wanted to do some of the things you put off while you’ve got a business to run. “We decided it was time to retire,” says Suzanne, who claims the couple knew how to open a store, how to run a store but “didn’t know how to close a store.” So, they hired Wilkerson to do it for them. When she called, Suzanne says Wilkerson offered every option for the sale she could have hoped for. Better still, “the sale exceeded our financial goals like crazy,” she says. And customers came, not only to take advantage of the going-out-of-business buys and mark-downs, but to wish a bon voyage to the beloved proprietors of a neighborhood institution. “People were celebrating our retirement, and that was so special,” says says.

Promoted Headlines

Most Popular