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Sales Truths: Want To Build Loyalty For Life? Show Your Client You Really Care

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WHY IT IS TRUE: Customer wants are not necessarily product/service-specific. Truth be known, many customers really care less about the “jewelry” and more about what the jewelry does to enhance his relationship with her. Meet that need, and you’ll have a fan forever.

PLAN OF ACTION: The customer needs an engagement ring or an anniversary gift. Demonstrate your genuine interest by asking him how he plans to propose, or how he plans to surprise her with a special anniversary gift. Now he knows that you genuinely care, and suddenly you look completely different than the jewelry store two blocks away he just visited. If he has a plan, ask him to share it. Show genuine interest by nodding and smiling. If he has no plan, share a couple of your great ideas with him. You’ve just taken a major step to capturing a customer for life.

 


 

Source: David W. Richardson CSP, Jewelry Sales Training International

This article originally appeared in the July 2015 edition of INSTORE.

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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: Want To Build Loyalty For Life? Show Your Client You Really Care

mm

Published

on

WHY IT IS TRUE: Customer wants are not necessarily product/service-specific. Truth be known, many customers really care less about the “jewelry” and more about what the jewelry does to enhance his relationship with her. Meet that need, and you’ll have a fan forever.

PLAN OF ACTION: The customer needs an engagement ring or an anniversary gift. Demonstrate your genuine interest by asking him how he plans to propose, or how he plans to surprise her with a special anniversary gift. Now he knows that you genuinely care, and suddenly you look completely different than the jewelry store two blocks away he just visited. If he has a plan, ask him to share it. Show genuine interest by nodding and smiling. If he has no plan, share a couple of your great ideas with him. You’ve just taken a major step to capturing a customer for life.

 


 

Source: David W. Richardson CSP, Jewelry Sales Training International

Advertisement

This article originally appeared in the July 2015 edition of INSTORE.

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.”

Promoted Headlines

Most Popular