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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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She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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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.

Advertisement

SPONSORED VIDEO

She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

Promoted Headlines

Most Popular