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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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When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

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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

When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

Promoted Headlines

Most Popular