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Dave Richardson

Sales Truths: Winners Keep Up With Current Events

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WHY IT IS TRUE: General knowledge of the world shows you are a well-rounded individual. That knowledge enables you to intelligently participate in many conversations.

PLAN OF ACTION: Know enough to have some general understanding about what is going on outside of your field of expertise. Know enough about news, art, and sports to keep up a conversation. People are more likely to buy from people who they trust. And knowledge is a strong validation of trust. — David Richardson

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

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A Liquidation Sale during a Pandemic? Wilkerson Showed Them the Way

For 25 years, Stafford Jewelers of Cincinnati, Ohio, was THE place to go for special gifts, engagement diamonds, high-end Swiss watch brands — in other words, the crème de la crème of fine jewelry. But this summer, the Stafford family was ready to retire. So, they chose Wilkerson to help them close up shop. “One of the biggest concerns was having the sale in the middle of COVID,” says Director of Stores Michelle Randle. Wilkerson gave the Stafford team plenty of ideas as well as safety guidelines, which they closely followed. “All of the employees felt safe, the customers coming in the door felt safe and we did a lot of business,” says Randle. How much business? “The inventory flew,” she says. Translation: They sold millions and millions of dollars-worth of merchandise. Randle calls it, “an incredible experience.” Would she recommend Wilkerson to other retailers who are thinking of thinning their inventories or retiring? “Everyone got more than what they expected out of the sale. You have to hire Wilkerson. They’re amazing.”

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