Connect with us

Dave Richardson

Sales Truths: Win By Turning Your Customers Into Heroes

mm

Published

on

Make your customers heroes

WHY IT IS TRUE: When a guy gets in trouble with his significant other, your job is to help make him a hero again!

PLAN OF ACTION: While many women may respectfully disagree, men should probably be excused for forgetting those special moments in their life. They come to you to be “rescued” from faulty memories, but also with genuine love and devotion. Carefully evaluate the challenge, and, most importantly, the opportunities going forward. Give male clients some creative ideas and suggestions they might “invest in” to overcome these transgressions. If you make him a hero, you become his hero as well. — David Richardson

This article originally appeared in the October 2016 edition of INSTORE.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

When It’s Time for Something New, Call Wilkerson

Fifty-four years is a long time to stay in one place. So, when Cindy Skatell-Dacus, owner of Skatell’s Custom Jewelers in Greenville, SC decided to move on to life’s next adventure, she called Wilkerson. “I’d seen their ads in the trade magazines for years,’ she says, before hiring them to run her store’s GOB sale. It was such a great experience, Skatell-Dacus says it didn’t even seem like a sale was taking place. Does she have some advice for others thinking of a liquidation or GOB sale? Three words, she says: “Wilkerson. Wilkerson. Wilkerson.”

Promoted Headlines

Dave Richardson

Here’s Why Having a Mirror on Your Counter Is So Critical

It’s not just vanity.

mm

Published

on

WHY IT IS TRUE: This gives her an opportunity to immediately see how the beautiful piece of jewelry looks on her.

PLAN OF ACTION: Take this opportunity to observe her reaction, ask open-ended questions to reveal her feelings, and move for the close accordingly.

Continue Reading

Dave Richardson

Remember This Important Lesson on the Power of Posture

How a client stands may tell you what you need to know about whether they’re ready to buy.

mm

Published

on

How a client stands may tell you what you need to know about whether they’re ready to buy.

WHY IT IS TRUE: Are their arms folded and closely tucked at their sides? This indicates that they might not be open to you. Are their bodies turned toward or away from you? “Away” can symbolize that they are giving you the cold shoulder. “Toward” you, on the other hand, can imply a decision for interaction and more information.

PLAN OF ACTION: Ask open-ended questions that get clients sharing their genuine wants and needs. By doing so, you will help them to move closer to the close.

Continue Reading

Dave Richardson

Bad News Deserves an Explanation, Not an Excuse

Here’s how to talk to clients when expectations aren’t met.

mm

Published

on

WHY IT IS TRUE: Many salespeople are scared to be the bearer of bad news, but customers appreciate honesty.

PLAN OF ACTION: Be up front, and be prepared to accept the consequences. Maybe the customer’s special order ring from the vendor did not arrive on time. The customer does not care about the problems the vendor incurred. Explain the actions you’ve taken to rectify this situation, and if necessary, offer any compensation you feel will help.

Continue Reading

Most Popular